Examine the psychology of seller and buyer behavior
Criteria
Performance will be satisfactory when:
4.1. apprentice differentiates between seller and buyer behavioral cues
4.2. apprentice determines the possible impact of seller and buyer behavior
4.3. apprentice determines common economic needs including price, performance, dependability and
durability
4.4. apprentice describes buyer movement from arousal, information collection, to evaluation and decision
4.5. apprentice gathers information from buyer
4.6. apprentice identifies possible buyer need based on information
4.7. apprentice differentiates between rational and emotional buying
Learning Objectives
4.a. Describe various buyer motives
4.b. Identify the steps in the consumer decision making cycle
4.c. Examine strategies to use in the selling cycle that reflect buyer psychology and personality
4.d. Examine the components of the communication process
4.e. Describe methods for gathering needs information