Flashcards
Ag Sales: Buyers and Consumers
Cards in this deck (40)
- 1Customers buy because they believe they will gain more than they give up.The economic exchange model
- 2Ways the purchase must benefit the buyer:economic benefit
satisfy emotional or psychological needs - 3The key to salesFinding each individuals underlying drive or need.
- 4State of mind which the buyer wants to do something about it.Wants
- 5The difference between where the buyer is now and where the buyer wants to be.Wants
- 6The SOLUTION to the gap between the current state and the desired state.Need
- 7A person's buying behavior is affected by the types of needs they have at any given time.Motivation
- 8The process by which people selected, organize and interpret information to form a meaningful picture of the worldperception
- 9Changes in an individual's behavior arising from experienceLearning
- 10Description thought someone has about something based on real opinion or faith and attitude: a person's relatively consistent evaluations and feelings toward somethingBeliefs and Attitudes
- 11The best theory about psychological needs was developed by who?Abraham Maslow
- 12Maslow's hierarchy of needs-self actualization
-esteem
-social
-safety
-physiological - 13Need for food and waterPhysiological
- 14need for security and protectionsafety
- 15need for affection and belonging to a groupsocial
- 16need to feel worthy or important in the eyes of others, how someone feels about themselvesself-esteem
- 17need to achieve full potentialself actualization
- 18What is the goal of the B2B salesperson?Understand customer's unique needs. Then meet those needs one at a time.
- 19The buying processneed recognition
information search
evaluation of alternatives
purchase decision
purchase evaluation - 20Salespeople are seeking what kind of customers?loyal
- 21Stages in the adoption processawareness
interest
evaluation
trial
adoption - 22Consumer is aware of the product, but lacks information about itawareness
- 23consumer is stimulated to seek information about the productinterest
- 24consumer considers whether it makes sense to try the productevaluation
- 25consumer tries the product on a small scale to estimate its valuetrial
- 26consumer decides to purchase the productadoption
- 27Factors affecting human behaviorcultural
social
personal
psychological - 28Cultural factors influencing buying motivesculture
subculture
social class - 29Human behavior is largely learned from growing up in society where a child learns basic valuesCulture
- 30Smaller groups of people with shared value systems-- ethnic or religious groups or people from geographic regions with distinct characteristicssubcultures
- 31relatively performed and orderly divisions in society whose members share similar values, interests and behaviors-- not just determined by income, but also by education, occupation and wealthSocial Class
- 32Social Factorsgroups
family
roles and status - 33Person's behavior is affected by many small groups to which they belong--including both primary groups, such as family, friends, neighbors and co-workes and secondary groups, such religious, professional and civic organizationsGroups
- 34The most important consumer buying organization in societyfamily
- 35Activities people are expected to perform according to the people around them and status: the general esteem given to a role by societyroles and status
- 36Personal FactorsAge and life cycle stage
occupation
economic situation
life style
personality and self concept - 37Amount of disposable incomeeconomic situation
- 38person's pattern of living as expressed in their activities and interestslife style
- 39Types of Buyersrelationship
economic
business - 40The salesperson's roleunderstanding buyers in order to build relationships
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- Flashcards on Ag Sales: Buyers and Consumers, created by shgibson on 29/09/2013.
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- shgibson
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