Despite Discovering the Nature of Their Problems, Buyers Often Lack

question 51

Multiple Choice

Despite discovering the nature of their problems, buyers often lack the motivation to solve their problems because they believe that:

• A) the problems do not cause any significant negative consequences.
• B) the problems are beyond their control.
• C) salespeople are responsible for finding a solution to their problems.
• D) finding a solution to the problems could affect their operational procedures.
• E) acknowledging the problems could sever their ties with investors.

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Definitions:

Self-Actualization

Fulfilling or realizing one's natural talents and capacities, believed to be a basic impulse or prerequisite in humans.

Self-Esteem

A person's personal assessment of their own value, which includes thoughts and feelings about themselves.

Affiliation Motivation

The drive to relate to people on a social basis, to belong.

Positive Self-Image

An individual's perception of themselves in a positive light, characterized by confidence, self-esteem, and a healthy recognition of one's strengths and weaknesses.