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Fab Approach

In: Business and Management

Submitted By Japhit
Words 254
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1.) What three types of buying situations may the buyer be in when contracted by a salesperson? Briefly describe each type.
- Routine Decision Making is when little to no thought is given when making a purchase due to knowing the benefits or outcome of the product already. This type of product would be a food product, shampoo or a shoe brand
- Limited Decision Making is when the customer has no ideas about purchasing the product. The customer’s involvement entails research in wanting to know about the product features, advantages and benefits. This type of product would be some type of electronic device
- Extensive Decision making this type of purchase is believed to be a long term investment opportunity. The information provided to the customer can be frustrating and overwhelm the customer.
2.) What are the psychological factors that may influence the prospect’s buying decision?
- Satisfied needs
- Credibility
- Testimonials
- Perception
3.) While you do not have to be a psychologist or understand exactly how the buyer's mind works, you do need to uncover the buyer's motives. a.) What techniques can be used to uncover the buyer's motives?
- It’s called the FAB selling technique which stands for the product feature, the physical characteristic the product advantage, the performance of the product the product benefit, the results of the product, the ability to satisfy the customer. b.) The prospect's intention to buy can be influenced by several things. What information does the salesperson need to obtain concerning the prospect's buying intentions before developing a sales…...

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