The Five Roles of Individual Family Members in the Purchase

question 72

Multiple Choice

The five roles of individual family members in the purchase process of family decision making are:

• A)sustainer, experiential, belonger, emulator, and achiever.
• B)opinion leader, influencer, decision maker, purchaser, and user.
• C)information gatherer, influencer, decision maker, purchaser, and user.
• D)membership group, aspiration group, opinion leader, decision maker, and user.

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Definitions:

Trial Close

A sales technique used to gauge a potential buyer's interest or intention to buy by asking a question or making a statement that assumes the sale has been made.

Selling Points

Key features or benefits of a product or service that are highlighted to attract and convince potential buyers.

Extensive Decision Making

Decision-making characteristic of buyers who are unfamiliar with a specific product and who must therefore become highly involved in the decision-making process.

Trial Close

A technique used in sales to gauge a potential customer's interest or likelihood of making a purchase before the deal is finalized.