What Is Likely to Happen If a Buyer's Perceptions, Attitudes

question 2

Multiple Choice

What is likely to happen if a buyer's perceptions, attitudes, and beliefs are similar to those of a seller?

• A)there is less need for listening
• B)more selling pressure needed to close the deal
• C)decreases the need for an organized sales presentation
• D)greater the need for a demonstration to close the deal
• E)stronger communication between the buyer and seller

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Definitions:

Need Hierarchy

A theory in psychology proposing that people are motivated to fulfill basic needs before moving on to other, more advanced needs.

Job Satisfaction

A measure of how content an individual is with their job; it can influence productivity and employee retention.

Social Comparison

The process by which individuals evaluate their own abilities, achievements, and situations by comparing themselves to others.

McClelland's Learned Needs

A theory that suggests that human needs for achievement, affiliation, and power are acquired through life experiences.