Salespeople typically focus on a feature-benefit structure during the sales process,but it is important for a salesperson to uncover the product's emotional buying motive because:
A)the emotional buying motive can only be overcome when it is made explicit for the salesperson
B)the emotional buying motive influences the rational buying motive more than any other motive
C)the emotional buying motive influences the dominant buying motive,which influences the sale
D)the emotional buying motive is stronger than the dominant buying motive
E)the emotional buying motive is not rational,so it can only hinder a sale for the salesperson

Question

Quizplus · Accepted Answer

The emotional buying motive influences the dominant buying motive, which ultimately influences the sale. Understanding and addressing the emotional needs of the customer can help the salesperson make a stronger connection with the customer and influence their decision-making process.

Salespeople Typically Focus on a Feature-Benefit Structure During the Sales