Flashcard in questo mazzo (32)

• What is Maslow's Hierarchy of Needs?

  A psychological theory proposing that human needs are arranged in a hierarchy, from basic physiological needs to self-actualization.
  psychology theory
• What are the levels of Maslow's Hierarchy?

  1. Physiological Needs
  2. Safety Needs
  3. Love/Belonging Needs
  4. Esteem Needs
  5. Self-Actualization
  psychology needs
• What is the first level in Maslow's Hierarchy?

  Physiological Needs
  psychology needs
• What is the second level in Maslow's Hierarchy?

  Safety Needs
  psychology needs
• What is the third level in Maslow's Hierarchy?

  Love/Belonging Needs
  psychology needs
• What is the fourth level in Maslow's Hierarchy?

  Esteem Needs
  psychology needs
• What is the fifth level in Maslow's Hierarchy?

  Self-Actualization
  psychology needs
• What does B2C stand for?

  Business to Consumer
  business acronyms
• What does B2B stand for?

  Business to Business
  business acronyms
• What is a key difference in B2C buying decisions?

  More emotional and impulsive
  consumer_behavior b2c
• What is a key difference in B2B buying decisions?

  More rational and logical
  consumer_behavior b2b
• What type of relationship is common in B2C?

  Transactional
  business relationships
• What type of relationship is common in B2B?

  Long-term partnerships
  business relationships
• In B2C, what influences buying decisions?

  Branding and advertising
  marketing b2c
• In B2B, what influences buying decisions?

  Price and product specifications
  marketing b2b
• How does the buying process differ between B2C and B2B?

  B2C is quicker; B2B is longer and involves more steps
  business process
• What is a common factor in B2C buying decisions?

  Personal preferences
  consumer_behavior b2c
• What is a common factor in B2B buying decisions?

  Company policies and procedures
  consumer_behavior b2b
• What is the focus of Module 06?

  Know Your Customer
  sales customer
• What is covered in Unit 03?

  The Buying Process
  sales buying
• What is the theme of the section?

  Evolving Buying and Selling
  sales evolution
• What is essential to understand in the selling process?

  Customer needs and preferences
  sales customer
• What does FAB stand for?

  Features, Advantages, Benefits
  business sales
• What is the purpose of FAB in customer interactions?

  To effectively communicate value
  business communication
• How do stories relate to FAB?

  Stories help illustrate features and benefits
  business storytelling
• Why are stories important in sales?

  They create emotional connections
  business sales
• What is a key element of effective communication in sales?

  Understanding customer needs
  business sales
• What can enhance the impact of your FAB?

  Using relatable examples and stories
  business sales
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