When a Salesperson Positions Their Product as Fitting with a Customers

question 11

Multiple Choice

When a salesperson positions their product as fitting with a customers' influences,it plays which of the following functions?

• A)It appeals to the emotional buying motive.
• B)It appeals to the rational buying motive.
• C)It appeals to the functional buying motive.
• D)It exploits the emotive communication style.
• E)It exploits the directive communication style.

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Definitions:

Personal-Document Technique

A research method using personal texts (e.g., letters, diaries) to study patterns of behavior, attitudes, and social trends.

Multivariate Approach

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A method in research where participants are selected based on the probability of their exposure to a certain risk or condition, aiming to assess its impact.

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The highest or most significant aim an individual strives to achieve during their lifetime, often related to personal fulfillment and happiness.