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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
The Psychology of Selling: Why People Buy

True/False Quiz



1

The classic model of buyer behavior is called the black box phenomenon.
A)True
B)False
2

There are three awareness levels of need: conscious need level, preconscious need level and subconscious need level.
A)True
B)False
3

Benefits that would satisfy buyers' unimportant needs should be de-emphasized in the sales presentation.
A)True
B)False
4

A trial close checks the pulse of your prospect toward the sales presentation.
A)True
B)False
5

When buyers remember information that support their attitudes and beliefs and forget information that does not, the buyer is engaged in selective distortion.
A)True
B)False




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