Marketing Basics
Buying Motives
In the selling process, the 2nd step is Buying Motives. It’s key to know the WHY behind someone’s decision to make a purchase. The first of the 3 motives is EMOTIONAL. This is when a customer makes a decision to purchase based on feelings and emotions such as prestige, imitation, affection, comfort, ambition, distinctiveness, pleasure, hunger and thirst, habit. The 2nd of the 3 motives is RATIONAL. This is when a customer makes a decision to purchase based on logic or judgement rather than on emotion. When making larger purchases, such as a home or car, the consumer tends to...
The Art of Selling - The Approach
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Marketing Functions help complete the Marketing Concept for a business. This series covers the “Selling” function. There are 8 key steps that will be covered. The first is THE APPROACH.