NABTEB 2024 Salesmanship Obj & Essay Answers

NABTEB SALESMANSHIP OBJ
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READ MORE; NABTEB 2024 Office Practice Essay & Obj Answers

2024 VERIFIED NABTEB-SALESMANSHIP

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(1a)
Consumer behaviour refers to the study of how individuals, groups, and organizations make decisions to acquire, use, and dispose of products, services, and experiences.

(1b)
(i) Consumers are the end-users of a product or service, while customers are the ones who purchase it.
(ii) Consumers may not necessarily purchase a product, but customers have already made a purchase.
(iii) Consumers are often motivated by personal needs and wants, while customers are motivated by a specific need or problem to be solved.
(iv) Consumers may be influenced by various factors like culture, social norms, and personal values, while customers are more focused on the product’s features, price, and convenience.

(1c)
(i) Cultural factors
(ii) Social factors
(iii) Personal factors
(iv) Psychological factors

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(2a)
Culture refers to the shared beliefs, values, customs, behaviors, and artifacts of a particular group or society. It is the collective programming of the mind that distinguishes one group of people from another.

(2b)
(i) Values and Beliefs: Cultural values and beliefs shape an individual’s purchasing decisions. For example, some cultures value luxury and status symbols, while others prioritize simplicity and frugality.

(ii) Social Norms: Cultural norms around social status, conformity, and tradition influence buying habits. For instance, in some cultures, buying certain brands or products is seen as a status symbol.

(iii) Symbolic Meaning: Cultural symbols and meanings attached to products influence purchasing decisions. For example, the color white is often associated with purity and innocence in Western cultures, but with mourning in many Asian cultures.

(iv) Aesthetics: Cultural aesthetics influence preferences for design, color, and style. For instance, some cultures prefer bold and bright colors, while others prefer more subdued and minimalist designs.

(v) Rituals and Practices: Cultural rituals and practices around consumption influence buying habits. For example, in some cultures, shopping is a social activity, while in others it is a solitary activity.

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(3a)
Motivation is the driving force that initiates and sustains behavior, providing the energy and direction needed to achieve goals and fulfill needs. It is the internal and external factors that stimulate desire, enthusiasm, and persistence to pursue a particular course of action.

(3b)
(i) Maslow’s Hierarchy of Needs: This theory proposes that people have different types of needs, ranging from basic physiological needs to self-actualization and self-transcendence. According to Maslow, people are motivated to move up the hierarchy and fulfill their higher-level needs once their basic needs are met.

(ii) Herzberg’s Two-Factor Theory: This theory suggests that motivation is influenced by two types of factors: hygiene factors (salary, benefits, working conditions) and motivator factors (recognition, growth opportunities, sense of achievement). According to Herzberg, hygiene factors can prevent dissatisfaction but only motivator factors can lead to true motivation and satisfaction.

(3c)
(i) Improved Performance: Motivation enhances productivity, efficiency, and quality of work, leading to better outcomes and achievements.

(ii) Job Satisfaction: Motivation leads to a sense of fulfillment, happiness, and satisfaction with one’s job, reducing turnover and absenteeism.

(iii) Personal Growth: Motivation drives individuals to learn, develop new skills, and pursue their passions, leading to personal growth and self-actualization.

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