Understanding Buying Motives (Module 6)
There are logical and emotional reasons for buying. Individuals purchase often through their emotions and people buying for a corporation or organization utilize more logical buying motives. This module is a study of those categories of buying motives that create the buy. These include:
1. Profit or Gain
2. Fear or Loss
3. Pleasure
4. Avoidance of Pain
5. Pride
6. Desire for Approval
7. Self-Actualisation
Every salesperson needs to know and utilize this knowledge continually.
Upon completion the students will:
Understand and know when and with whom to use emotional buying motives and logical buying motives
Through practice, quickly respond with using the right words to appeal to specific buying motives