Asked by mohammad uzair on May 05, 2024
Verified
Which of the following is a false assumption made by many salespeople?
A) Benefits are very important to buyers.
B) Price is the only factor in a buying decision.
C) Psychological factors influence buying decisions.
D) Wants and needs motivate buying decisions.
E) Unimportant benefits should be deemphasized.
Psychological Factors
Elements of human behavior such as motivation, perception, learning, beliefs, and attitudes that influence consumers' buying decisions.
Buying Decisions
The process by which consumers identify their needs, gather information, evaluate alternatives, and make the purchase decision.
Benefits
Advantages or positive outcomes that an individual or organization receives from a product, service, or policy.
- Appreciate the necessity of acquiring knowledge about buyer actions in relation to the sales strategy.
- Distinguish between different types of buying decisions (routine, limited, extensive).
Verified Answer
AM
Alice McCalister-HamptonMay 10, 2024
Final Answer :
B
Explanation :
While price is certainly an important factor in a buying decision, it is not the only factor. Buyers also consider the quality of the product or service, the reputation of the company, the level of customer service offered, and other factors. Salespeople who assume that price is the only thing that matters risk losing potential buyers who are looking for more value.
Learning Objectives
- Appreciate the necessity of acquiring knowledge about buyer actions in relation to the sales strategy.
- Distinguish between different types of buying decisions (routine, limited, extensive).