Salespeople Typically Focus on a Feature-Benefit Structure During the Sales

question 52

Multiple Choice

Salespeople typically focus on a feature-benefit structure during the sales process,but it is important for a salesperson to uncover the product's emotional buying motive because:

• A)the emotional buying motive can only be overcome when it is made explicit for the salesperson
• B)the emotional buying motive influences the rational buying motive more than any other motive
• C)the emotional buying motive influences the dominant buying motive,which influences the sale
• D)the emotional buying motive is stronger than the dominant buying motive
• E)the emotional buying motive is not rational,so it can only hinder a sale for the salesperson

---

Definitions:

Surety

A person or entity that takes responsibility for another's performance of an undertaking, for example, the payment of a debt.

Guarantor

A guarantor is an individual or entity that promises to repay a loan or fulfill an obligation if the original debtor fails to do so.

Equitable Redemption

is a legal principle allowing a mortgagor in default the right to redeem or reclaim their property by paying off the entire mortgage debt before a foreclosure sale.

Lender

An individual, organization, or entity that provides funds to another with the expectation of repayment plus interest.