Salespeople Can Create "Value" at the Purchase Stage of the Buying

question 61

Multiple Choice

Salespeople can create "value" at the purchase stage of the buying process by:

• A)discovering consumers buying motives.
• B)giving information on the available solutions.
• C)helping with evaluation of alternatives.
• D)making the purchase process convenient and hassle free for the buyer.
• E)overcoming buyer's remorse.

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Definitions:

Conformity

Changing or adopting a behavior or an attitude in an effort to be consistent with the social norms of a group or the expectations of other people.

Compliance

Acting in accordance with the direct requests of other people.

Obedience

Behaving in accordance with the rules and commands of those in authority.

Halo Effect

A cognitive bias where the perception of a particular trait is influenced by the perception of former traits in a sequence of interpretations.