Short Answer Questions · Q6
Q.Distinguish between a buying motive and a selling point. (3 marks)
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Start your 14-day free trial to unlock the full solution →A buying motive and a selling point are two sides of the same sale and must not be confused:
| Basis | Buying Motive | Selling Point |
|---|---|---|
| Meaning | The inner urge or reason that drives a customer to buy | A feature or quality of the product used to attract and persuade the buyer |
| Belongs to | The customer (inside the buyer's mind) | The product (a characteristic of the goods) |
| Nature | A psychological cause — the 'why' of buying | A factual advantage — the 'what' the product offers |
| Role of the salesman | He must discover it | He must present and stress it |
| Example | A customer's desire for safety | The product's shatter-proof, child-safe design |
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