Ture or Fales

1. In the Stimulus-response model of buyer behaviour, the stimulus is the sales presentation which the salesperson delivers to the buyer in order to uncover the buyer's buying needs.
2. One of the key differences between the consumers and organizations in their buying characteristics is that the organizations' decision makers require expertise from the salesperson whereas the consumers' decision makers already possess expertise.
3. The sale is made once the prospect states an intention to buy.
4. In Canada, needs are more powerful motivators than wants.
5. Organizations usually have a four-step process when making buying decisions. These steps include: defining the problem, identifying alternatives, evaluating alternatives, and selecting an appropriate solution.
6. Typically, needs are fulfilled by one of three types of buying situations - routine decision making, limited decision making or extensive decision making.
7. Over the years, salespeople have reported variations in theories of buying behaviour and suggest that there are various types of difficult customers and to be effective you must learn to work with each type.
8. Practical or rational factors and psychological or emotional factors and personal factors are the major influences on buyer behaviour.