Do you remember the last thing you bought? More specifically, do you remember why you bought it? This LAP explores the concept of buying motives—what they are and how they affect everyday life. Students will also learn effective techniques for identifying a prospect’s buying motives that will help them succeed both as a salesperson and a business owner.
LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about determining buying motives, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case addressing ethical issues. Click here for a sample of the student section. The instructor section features a comprehensive discussion guide, complete practice- (short answer) and post-tests (multiple-choice) with descriptive keys, student activities, and more.
Bring your discussions to life with our PowerPoint presentation featuring a broad range of graphics and special effects to help keep students interested. This professionally produced presentation consists of 21 slides.