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

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Definitions:

Men

Adult human males.

Male-Dominated Workplaces

Work environments where men significantly outnumber women, often resulting in gender imbalances and potential inequalities.

Female Mentors

Experienced or senior women who guide and support the personal and professional development of other individuals, especially women, through mentorship.

Task-Oriented Mindset

A focus on completing tasks and achieving goals, often prioritizing work efficiency over other considerations.