The choice to make a purchase or not to come from a complex decision-making process ordinarily impacted some factors. These elements are a mix of enthusiastic contemplations and actualities and can be classified and discussed separately for the benefits of marketers. They are the buy motives that determines if the customer is to buy a particular product and from a particular seller.
A consumer will not purchase a product because he/she has been persuaded by the salesperson, but because the sales person has aroused the desire in him/her. The sales team has to understand the feelings, instincts, emotions, and thoughts that have a role in arousing the customer's purchasing decisions.
The consumer purchase motives can be categorized into product buying decisions and the patronage buying decisions. Under product category, there are emotional decisions and the rational decisions. The patronage decisions are also further subdivided into emotional and rational.
The customer is prompted to buy one product as opposed to the other by the product buying motives. In most cases, these are physical factors such as appearance (color, size, texture, package, dimension, and shape), weight, price, and the physiological attributes such as its role in enhancing the social well-being.
According to the emotional product buying motivations, the emotional factors such as affection, hunger, thirst, need tor belonging, self-esteem, pride, emulation, habit, comfort, and the desire to be distinct. The desire to appeal sexually to the others also falls under this category
The second subdivision of product purchasing inspirations is the reasonable (rational) product purchasing choices. This is when cognizant thought and rationale goes into the methodology of choice making. The choice is in view of certainties instead of feelings. Under this category, there are factors like economic and financial considerations, durability, versatility, utility, and safety issues.
The patronage motives form the other category. It basically focuses on why a customer may buy from a particular dealer or shop and not from other outlets. It tries to clarify why the purchaser disparages one merchant, and not the other. This is likewise further subdivided into rational and emotional motivations.
In the emotional classification, the factors that make the buyer purchase the products from a particular shop without reasoning or applying his mind are discussed. These could be the shop appearance, the manner in which goods are displayed in the shop, reference by others, prestige, imitation, and habit among others.
The rational patronage on the other hands focuses on patronage decisions that are based on reasoning, analysis, and rational considerations. In this category, the issues like prices, the convenience, reputation, credit facility, efficiency, and reputation are some of the motivations.
The success in sales starts with success in profiling the potential clients by determining what really appeals to their motivations. By determining what appeals to each client, the marketing team can increase their chances of winning the client by over 80%. It may appear difficult at first, but with practice and experience, it is not difficult.
A consumer will not purchase a product because he/she has been persuaded by the salesperson, but because the sales person has aroused the desire in him/her. The sales team has to understand the feelings, instincts, emotions, and thoughts that have a role in arousing the customer's purchasing decisions.
The consumer purchase motives can be categorized into product buying decisions and the patronage buying decisions. Under product category, there are emotional decisions and the rational decisions. The patronage decisions are also further subdivided into emotional and rational.
The customer is prompted to buy one product as opposed to the other by the product buying motives. In most cases, these are physical factors such as appearance (color, size, texture, package, dimension, and shape), weight, price, and the physiological attributes such as its role in enhancing the social well-being.
According to the emotional product buying motivations, the emotional factors such as affection, hunger, thirst, need tor belonging, self-esteem, pride, emulation, habit, comfort, and the desire to be distinct. The desire to appeal sexually to the others also falls under this category
The second subdivision of product purchasing inspirations is the reasonable (rational) product purchasing choices. This is when cognizant thought and rationale goes into the methodology of choice making. The choice is in view of certainties instead of feelings. Under this category, there are factors like economic and financial considerations, durability, versatility, utility, and safety issues.
The patronage motives form the other category. It basically focuses on why a customer may buy from a particular dealer or shop and not from other outlets. It tries to clarify why the purchaser disparages one merchant, and not the other. This is likewise further subdivided into rational and emotional motivations.
In the emotional classification, the factors that make the buyer purchase the products from a particular shop without reasoning or applying his mind are discussed. These could be the shop appearance, the manner in which goods are displayed in the shop, reference by others, prestige, imitation, and habit among others.
The rational patronage on the other hands focuses on patronage decisions that are based on reasoning, analysis, and rational considerations. In this category, the issues like prices, the convenience, reputation, credit facility, efficiency, and reputation are some of the motivations.
The success in sales starts with success in profiling the potential clients by determining what really appeals to their motivations. By determining what appeals to each client, the marketing team can increase their chances of winning the client by over 80%. It may appear difficult at first, but with practice and experience, it is not difficult.
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