S3 - Psychology Of Selling

Question 1

Is the process of internalization

Answer 1

Black Box

Question 2

Means of Interference (AB)

Answer 2

Application of Stimuli
Behavior Observance

Question 3

Buyer’s Hidden Mental Process

Answer 3

Black Box

Question 4

Sales Presentation

Answer 4

Stimulus

Question 5

Sale/No Sale

Answer 5

Response

Question 6

Stimulus-Response Model

Answer 6

Stimulus → Black Box → Response

Question 7

Assumes prospects respond in a predictable manner

Answer 7

Stimulus-Response Model

Question 8

Reasons for Buying (PP)

Answer 8

Practical
Psychological

Question 9

Economic Needs (PQBS)

Answer 9

Price
Quality
Buying Convenience
Service

Question 10

Need Awareness (CPU)

Answer 10

Conscious Need Level
Preconscious Need Level
Unconscious Need Level

Question 11

Buyers are fully aware of their needs

Answer 11

Conscious Need Level

Question 12

Buyers may not be fully aware of their needs

Answer 12

Preconscious Need Level

Question 13

Buyers don’t know why they buy a product — only they do buy

Answer 13

Unconscious Need Level

Question 14

“FAB” Selling

Answer 14

Feature
Advantage
Benefit

Question 15

Allows prospects to visualize benefits of purchasing

Answer 15

FAB Selling

Question 16

Physical Characteristics

Answer 16

Feature

Question 17

Performance Characteristics

Answer 17

Advantage

Question 18

Favorable Result

Answer 18

Benefit

Question 19

Common Psychological Buying Needs (FVDSL PDCSP)

Answer 19

Fear
Vanity
Desire for Gain
Security
Love of Family

Personal Pleasure
Desire to Succeed
Comfort for Luxury
Self-preservation
Prevention of Loss

Question 20

How to Determine Buying Needs? (LOCATE)

Answer 20

Listen
Observe
Combine
Ask Questions
Talk to Others
Empathize

Question 21

Leading remarks

Answer 21

Listen

Question 22

Study prospect

Answer 22

Observe

Question 23

Talk to others
Listen to prospects
Probe w/ questions

Answer 23

Combine

Question 24

Bring out prospect needs not revealed

Answer 24

Ask Questions

Question 25

Ask others about a prospect’s needs

Answer 25

Talk to Others

Question 26

Look at the situation from the customer’s point of view

Answer 26

Empathize

Question 27

Checks the pulse or attitude of your prospect toward the sales presentation

Answer 27

Trial Close

Question 28

Stressing Important Benefits (SELL)

Answer 28

Show Feature Explain Advantage Lead into Benefit Let Customer Talk

Question 29

Process by which a person selects, organizes & interprets information

Answer 29

Perception

Question 30

Information Filtering Devices (5 Senses)

Answer 30

See Hear Touch Taste Smell

Question 31

3 Components of Perception (SOI)

Answer 31

Selection Organization Interpretation

Question 32

Types of Perception (Selective EDR)

Answer 32

S. Exposure S. Distortion S. Retention

Question 33

Only a portion of selected information is organized

Answer 33

Selective Exposure

Question 34

Occurs when a person receives information that is inconsistent with existing beliefs

Answer 34

S. Distortion

Question 35

Buyers may only remember information that supports their attitudes/beliefs

Answer 35

S. Retention

Question 36

How are Perceptions Developed? (LAB)

Answer 36

Learn Attitude Belief

Question 37

Acquired knowledge or behavior based on past experiences

Answer 37

Learn

Question 38

Learned predispositions toward something

Answer 38

Attitude

Question 39

State of mind which trust or confidence is placed in seething or someone

Answer 39

Belief

Question 40

Individuals distinguishing character traits, attitudes, or habits

Answer 40

Buyer’s Personality

Question 41

View of one’s self

Answer 41

Self-concept

Question 42

Images of Oneself (RSIL)

Answer 42

Real Self Self-Image Ideal Self Looking Glass Self

Question 43

People as they actually are

Answer 43

Real Self

Question 44

How people see themselves

Answer 44

Self-Image

Question 45

What people would like to be

Answer 45

Ideal Self

Question 46

How people think others regard them

Answer 46

Looking Glass Self

Question 47

Types of Buyers (TIFS)

Answer 47

Thinker Intuitor Feeler Senser

Question 48

Buying Situations (RLE)

Answer 48

Routine Decision Making Limited Decision Making Extensive Decision Making

Question 49

Forces that influence Buying Behavior (PPS)

Answer 49

Personal Inf. Psychological Inf. Social Inf.

Question 50

Personal Influences (IAGS)

Answer 50

Income Age Gender Situation

Question 51

Psychological Influences (PPAP)

Answer 51

Past Experiences Personality Attitudes and beliefs Perception

Question 52

Social Influences (CSFF)

Answer 52

Culture Social Class Friends Family

Question 53

Consumer Buying Decision Process (NCIPP)

Answer 53

Need Arousal Collection of Information Information Evaluation Purchase Decision Postpurchase Behavior

Question 54

Receiving benefits expected or greater than anticipated

Answer 54

Purchase Satisfaction

Question 55

Causes tension whether a right decision was made in buying the product

Answer 55

Purchase Dissonance