Chapter 8

Question 1

Buying motive

Answer 1

An aroused need, drive, or desire that initiates the buying-decision process

Question 2

Dominant buying motive

Answer 2

The motive that has the greatest influence on a customer’s buying decision

Question 3

esteem needs 4

Answer 3

The desire to feel worthy in the eyes of others, to develop a sense of personal worth and adequacy or a feeling of competence and improtance

Question 4

physiological needs 1

Answer 4

Primary or physical needs, including food, water, air, warmth, and sleep

Question 5

security needs 2

Answer 5

Theses represent our desire for protection from the elements and to be free from danger and uncertainty; buying decisions to support these needs could include clothing, shelter, and insurance

Question 6

self-actualization 5

Answer 6

The need for self-fulfillment; a tapping of one’s full potential to meet a goal; the need to be everything on is capable of being

Question 7

social needs 3

Answer 7

Needs that reflect a person’s desire for affection, identification with a group, and approval from others

Question 8

Steps in the six-step presentation

Answer 8

Approach, needs discovery, presentation, negotiations, close, service

Question 9

Steps in Consultative Sales Process

Answer 9

Needs discovery, production selection, need satisfaction, service

Question 10

Maslow’s Hierarchy of needs model

Answer 10

physiological, security, social, esteem, self-acutalization

Question 11

Sales process model

Answer 11

The total set of prospects being pursued at any given moment.
Qualified, needs analysis, presentation/demonstration, negotiation/review, closed sale