Decisions, Decisions, Decisions

Front

Small or “mini” decisions customers make that lead to the final purchase decision are called __________ decisions.

Back

buying

Front

Not helping customers reach the “mini” decisions during the selling process can result in

Back

lost sales.

Front

Before customers make any other buying decisions, they must make the __________ decision.

Back

need

Front

When a customer asks, “Why should I buy?” s/he is making the __________ decision.

Back

need

Front

When customers decide which brand, type, or model to buy, they are making the __________ decision.

Back

product

Front

When customers decide where to buy, they are making the __________ decision.

Back

place

Front

What affects the place decision?

Back

Business loyalty

Front

Which buying decision is most affected by the availability of customer service? Options: Price, Time, Product, Need

Back

Price

Front

How can company employees affect a customer’s place decision?

Back

By providing helpful service

Front

If a customer selects the most expensive product because s/he believes its sleek appearance creates an image of status, s/he is making the decision based on

Back

product.