- 1. A person internalizes or considered this information and then makes buying decision
A) Sales presentation
B) Black box
C) Stimulus response model
- 2. This process of internalization is referred to as a
A) Black box
B) Stimulus response model
C) Sales presentation
- 3. Stimulos Response model is also called
A) Sales presentation
B) Black box
- 4. is applied resulting in a response purchase decision.
A) Response
B) Stimulus response model
C) Black box
- 5. What is the buyers hidden mental process.
A) Stimulus
B) Black box
- 6. What is the sales or No Sales.
A) Black box
B) Stimulus
C) Response
- 7. The people buy for both practical. what is practical?
A) Psychological
B) Rational
C) Response
- 8. The people by for both psychological. What is psychological?
A) Rational
B) Emotional
C) Practical
- 9. What is the considered certain factor in making Portuguese decision
A) Rational
B) Emotional
C) Buyers
- 10. Human being are motivated by needs and wants this needs and wants build up internally.
A) Wants
B) Needs
C) Motivation to buy must be there.
- 11. the result from a lack of something desirable
A) Motivation to buy must be there
B) Wants
C) Needs
- 12. Are needs learn by the person.
A) Needs
B) Motivation to buy must be there
C) Want
- 13. Are the buyers need to purchase the most satisfying product for the money.
- 14. A product is more than a ________?
- 15. Buy yours are fully aware of their need.
A) Unconscious need level
B) Preconscious need level
C) Conscious need level
- 16. Buyers may not be fully aware of their needs.
A) Conscious need level
B) Unconscious need level
C) Preconscious need level
- 17. People do not know why they buy a product only what they do by.
A) Unconscious need level
B) Consumers need level
C) Preconscious need level
- 18. The salesperson relate a product benefits to the customers needs using the product features and advantages as support. This techniques is often referred to as the
A) Feature
B) Fab selling technique
C) Advantage
- 19. What is the f in the fab?
- 20. What is the A in fab?
- 21. What is the b in FAB?
- 22. Is any physical characteristic of a product.
A) Advantage
B) Feature
C) Benefit
- 23. Is the performance characteristic of a product that describe how it can be used or will help the buyer.
A) Feature
B) Benefit
C) Advantage
- 24. Is a favorable result the buyer received from the product because of a particular advantage that has the ability to satisfy by yours need
A) Benefit
B) Feature
C) Advantage
- 25. Image of success investment or to please a loved one.
A) Camera
B) STP motor oil
C) Movie tickets
D) Diamond ring
- 26. Memories of place friends and family
A) Diamond Ring
B) STP motor oil
C) Movie tickets
D) Camera
- 27. Engine protection car investment or peace of mind.
A) Movie tickets
B) STP motor oil
C) Diamond ring
D) Camera
- 28. Entertainment escape from reality or relaxation
A) Movie tickets
B) Camera
C) STP motor oil
D) Diamond ring
- 29. Who is the American number one salesman.
- 30. Prospect me direct leading remarks like I wish I had a television like this one.
A) Listen
B) Combine
C) Observe
- 31. A skilful salesperson may talk to others listen to a prospect prove with question make a careful observation and empathise
A) Combine
B) Ask question
C) Empathise
- 32. Question often brings out needs that the prospect would not reveal or does not know.
A) Empathise
B) Ask question
C) Talk to others
- 33. Ask others about prospect needs for instance as in office manager secretary about the managers satisfaction with the copy machine
A) Empathise
B) Talk to others
C) Ask question
- 34. Look at the situation from the customer's point of view
A) Talk to others
B) Ask question
C) Empathise
- 35. Is the one of the best selling techniques to use in your sales presentation
A) Trial close
B) Exposure
C) Perception
- 36. What is the meaning of shows future in sell sequence
A) Physical characteristic
B) Result of advantage
C) Performance characteristic
- 37. What is explain advantage in sell sequence.
A) Result of advantage
B) Physical characteristic
C) Performance characteristic
- 38. What is the lead into benefit in the sell sequences
A) Physical characteristic
B) Asked opinion
C) Result of advantage
- 39. What is the lead customer talk in sell sequence
A) Result of advantage
B) Ask opinion question
C) Performance characteristic
- 40. Is the process by which a person select organise an interprets information.
A) Trial close
B) Sell sequence
C) Perception
- 41. Only a portion of information an individual is exposed to a selected to be organized.
A) sell sequence
B) Selective exposure
C) Perception
- 42. About your perceptual process also may result altering of information
A) Selective distortion
B) Selective exposure
C) Perception
- 43. Can also influence perception buyers may remember only information that support their attitude in beliefs
A) Selective distortion
B) Selective retention
C) Selective exposure
- 44. Is defined as acquiring knowledge or behaviour based on the past experience
A) Belief
B) Learning
C) Attitude
- 45. I learnt predisposition towards something.
A) Believe
B) Attitude
C) Learning
- 46. Is a state of mind in which trust or confidence is placed in something or someone.
A) attitude
B) Belief
C) Learning
- 47. Can we viewed us the individual distinguishing character traits attitudes or habit.
A) Personality
B) Learning
C) Self concept
- 48. One of the best way to examine personality is to consider a buyers
A) Self image
B) Self concept
C) Ideal self
- 49. People as they actually are.
A) The looking glass self
B) The real
C) The ideal self
D) The self image
- 50. How people see themselves
A) The real self
B) The ideal self
C) The self image
D) The looking glass self
- 51. What people would like to be.
A) The self image
B) The ideal self
C) The real self
D) The looking glass self
- 52. How people think other regard them.
A) The looking last self.
B) The ideal self
C) The self image
D) The real self
- 53. This person plays high value on logic ideas and systematic inquiry.
A) The thinker style
B) The feeler Style
C) The Intuitor Style
D) The senser Style.
- 54. This person please high value on ideas innovation concept theory and long range thinking.
A) The senser style
B) That intuitor style
C) The feeler style
D) The thinker style
- 55. This person please high value only in people oriented and sensitive to people's need
A) The senser style
B) The feeler style
C) The thinker style
D) The intuitor style
- 56. This person place high value on action the key point with the senser is to be breif and to the point
A) The senser style
B) The thinker style
C) The feeler style
- 57. Buyer seeking to purchase products such as insurance a home or an automobile are highly involved in making the buying decision they may be unfamiliar with a SPECIFIC BRAND or type of product and have difficulty in making the purchase decision
A) Limited decision making
B) Extensive decisions Making
C) Routine decision making
- 58. Many product are for just repeatedly people are in the habit of buying a particular product they give little two or time to the team purchase
A) Decision
B) making
C) Routine decision making
- 59. Many products are for chase repeatedly. People are in the habit of buying a particular product these are called
A) Involvement
B) Low
C) Low involvement
- 60. Look at prospect study there's surrounding experience salespeople can determine much about people by observing the way they dress or or where they live and work
A) Observe
B) Obsessed
C) Serve
- 61. Look at prospect study there surrounding experience since people can determine much about people by observing the way to dress or where they live and work.
A) Listen
B) Observe
C) Combine
- 62. It could be psychological social or economic it could be a need for safety self-actualization or ego fulfilment.
A) Need need
B) Need arousal
C) Arousal
- 63. The buyer can experience this after the product for case, constitution over whether the right decision was made in buying the product.
A) Dissonance
B) Product
C) Product dissonance
- 64. The buyer can experience this cost tension over whether the right decision was made in buying the product some people refer to this as.
A) Remorse
B) Buyer
C) Buyer remorse
- 65. Comes from receiving benefits expected for greater than expected from a product.
A) Purchase satisfaction
B) Satisfaction
C) Purchase
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