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BMM 2209 > S3 - Psychology Of Selling > Flashcards

S3 - Psychology Of Selling Flashcards

1
Q

Is the process of internalization

A

Black Box

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2
Q

Means of Interference (AB)

A

Application of Stimuli
Behavior Observance

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3
Q

Buyer’s Hidden Mental Process

A

Black Box

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4
Q

Sales Presentation

A

Stimulus

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5
Q

Sale/No Sale

A

Response

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6
Q

Stimulus-Response Model

A

Stimulus → Black Box → Response

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7
Q

Assumes prospects respond in a predictable manner

A

Stimulus-Response Model

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8
Q

Reasons for Buying (PP)

A

Practical
Psychological

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9
Q

Economic Needs (PQBS)

A

Price
Quality
Buying Convenience
Service

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10
Q

Need Awareness (CPU)

A

Conscious Need Level
Preconscious Need Level
Unconscious Need Level

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11
Q

Buyers are fully aware of their needs

A

Conscious Need Level

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12
Q

Buyers may not be fully aware of their needs

A

Preconscious Need Level

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13
Q

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

A

Unconscious Need Level

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14
Q

“FAB” Selling

A

Feature
Advantage
Benefit

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15
Q

Allows prospects to visualize benefits of purchasing

A

FAB Selling

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16
Q

Physical Characteristics

A

Feature

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17
Q

Performance Characteristics

A

Advantage

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18
Q

Favorable Result

A

Benefit

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19
Q

Common Psychological Buying Needs (FVDSL PDCSP)

A

Fear
Vanity
Desire for Gain
Security
Love of Family

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

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20
Q

How to Determine Buying Needs? (LOCATE)

A

Listen
Observe
Combine
Ask Questions
Talk to Others
Empathize

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21
Q

Leading remarks

A

Listen

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22
Q

Study prospect

A

Observe

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23
Q

Talk to others
Listen to prospects
Probe w/ questions

A

Combine

24
Q

Bring out prospect needs not revealed

A

Ask Questions

25
Q

Ask others about a prospect’s needs

A

Talk to Others

26
Q

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

A

Empathize

27
Q

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

A

Trial Close

28
Q

Stressing Important Benefits (SELL)

A

Show Feature
Explain Advantage
Lead into Benefit
Let Customer Talk

29
Q

Process by which a person selects, organizes & interprets information

A

Perception

30
Q

Information Filtering Devices (5 Senses)

A

See
Hear
Touch
Taste
Smell

31
Q

3 Components of Perception (SOI)

A

Selection
Organization
Interpretation

32
Q

Types of Perception (Selective EDR)

A

S. Exposure
S. Distortion
S. Retention

33
Q

Only a portion of selected information is organized

A

Selective Exposure

34
Q

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

A

S. Distortion

35
Q

Buyers may only remember information that supports their attitudes/beliefs

A

S. Retention

36
Q

How are Perceptions Developed? (LAB)

A

Learn
Attitude
Belief

37
Q

Acquired knowledge or behavior based on past experiences

A

Learn

38
Q

Learned predispositions toward something

A

Attitude

39
Q

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

A

Belief

40
Q

Individuals distinguishing character traits, attitudes, or habits

A

Buyer’s Personality

41
Q

View of one’s self

A

Self-concept

42
Q

Images of Oneself (RSIL)

A

Real Self
Self-Image
Ideal Self
Looking Glass Self

43
Q

People as they actually are

A

Real Self

44
Q

How people see themselves

A

Self-Image

45
Q

What people would like to be

A

Ideal Self

46
Q

How people think others regard them

A

Looking Glass Self

47
Q

Types of Buyers (TIFS)

A

Thinker
Intuitor
Feeler
Senser

48
Q

Buying Situations (RLE)

A

Routine Decision Making
Limited Decision Making
Extensive Decision Making

49
Q

Forces that influence Buying Behavior (PPS)

A

Personal Inf.
Psychological Inf.
Social Inf.

50
Q

Personal Influences (IAGS)

A

Income
Age
Gender
Situation

51
Q

Psychological Influences (PPAP)

A

Past Experiences
Personality
Attitudes and beliefs
Perception

52
Q

Social Influences (CSFF)

A

Culture
Social Class
Friends
Family

53
Q

Consumer Buying Decision Process (NCIPP)

A

Need Arousal
Collection of Information
Information Evaluation
Purchase Decision
Postpurchase Behavior

54
Q

Receiving benefits expected or greater than anticipated

A

Purchase Satisfaction

55
Q

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

A

Purchase Dissonance

BMM 2209 (4 decks)

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