In order to purchase a given item, a person is influenced by a combination of facts and the emotional states that generates the feeling of making the purchase and deciding to purchase one item as opposed to the other. The marketing team of a given business organization has the responsibility to take into account the key buy motives and use them strategically to enhance their sales within a target consumer group.
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 marketers normally classify these motives into two main categories; product and patronage. These are further subdivided into emotional and rational considerations under which the ideal motivations are discussed. Each of the motivation is unique and requires that the marketer plan to take advantage of it depending on the customer profiling.
The client is invited to purchase one item rather than the other by the product buy motivations. Much of the time, these are physical variables, such as the product color, its size, weight, dimension, package, texture, and shape. However, physiological factors like the social status also matter.
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 second major classification is the patronage buying motivations. These are the considerations that induce the buyer to make the purchase form a particular shop as opposed to the others. In simple terms, the buyer tends to patronize one seller more than others when it comes to purchase of some products. These too fall into two categories; emotional and rational.
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 marketers normally classify these motives into two main categories; product and patronage. These are further subdivided into emotional and rational considerations under which the ideal motivations are discussed. Each of the motivation is unique and requires that the marketer plan to take advantage of it depending on the customer profiling.
The client is invited to purchase one item rather than the other by the product buy motivations. Much of the time, these are physical variables, such as the product color, its size, weight, dimension, package, texture, and shape. However, physiological factors like the social status also matter.
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 second major classification is the patronage buying motivations. These are the considerations that induce the buyer to make the purchase form a particular shop as opposed to the others. In simple terms, the buyer tends to patronize one seller more than others when it comes to purchase of some products. These too fall into two categories; emotional and rational.
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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