Q What is buying motives? What are its various types? Q Distinguish between Buying Motives and Seling points ?

Ans. There is buying motive behind every purchase. A buying motive means Ans. Buying Motives Selling Points
What induces a person to buy a product or service.The buying motive may 1.These show why people buy 1. These show how sales persons
Differ from one buyer to another. For example one person may buy a watch 2.These are helpful in sizing up the 2. These are helpful in convincing the customers
To know time while another may buy it as a gift for his beloved. Salesperson customers
Must know and understand the motives which prompt people to buy only 3.These inspire people to ask for 3. These help the copy writers and sales persons
Then they can design effective sales presentations. Products or services to influence the target audience.

Buying motives can be ckassified into two broad categories ---- 4. These serve as bases for 4. These can be effective when touch upon the

1)Rational buying motives: the motives which are based on logic or reasoning identifying the selling points buying motives.
Are called rational motives.buyers with these motives make an objective review
Of the available information before deciding what to buy and how much . the 5. These refer to the inner urges of 5. These refer to the talking points of sales
Information relates to quality and prices of different brands of a product buyers . Persons.
Service. A rational buyer makes an objective examination of the product.

2) Emotional Buying motives : Emotional buying motives refer to sentiments

These relate more to the heart than to the brain .such motives are no less
Powerful than rational motives. In several cases both rational and emotional
Motives together lead to a purchase decision .For example a person may buy
A life insurance policy both for investment and out of fear .