LAP-SE-109  What's the Motive?     

(Click on image below to view sample pages of student booklet.)

Determining a customer’s buying motives takes a little effort—but it is time well spent. As a salesperson, you need to know the rational and emotional reasons that people buy and the four techniques for discovering a customer’s true buying motives. Once you know the motives, you can use those motives to close the sale.

LAPs are comprehensive instructional packages that include all elements of a per-formance-oriented lesson plan. This LAP includes an 8-page, full-color handout for students (with CopyIT! permission) that includes information on determining customer buying motives, a (SoWhat?) discussion of why it's important to learn, and a short (Gray Zone) case addressing ethical issues.

The instructor section features a comprehensive discussion guide, 6 transparency masters, and complete practice- (short answer) and post test (multiple-choice). A software presentation package is available at a nominal additional cost. ©2007. Recommended: HS/PS

 

To purchase, please visit our shopping center and from page one, search by catalog number for LAP-SE-109.

AlwaysNEW Online support 

(Sample content—Click on each of the sample web pages below to see a larger image.)

To purchase, please visit our shopping center and from page one, search by catalog number for WWW-LP-001.

PowerPoint Presentation Software

(PC-Win) PowerPoint and more. Bring your discussions to life with a presentation software package that includes a broad range of graphics and special effects to help keep students interested. Content matches LAP module of same title. Each package is self-contained and ready to use. This professionally produced PowerPoint presentation consists of 20 slides that address learning to determine a customer’s buying motives—and using them.

 

To purchase, please visit our shopping center and from page one, search by catalog number for PSW-SE-109.