11. Why Do Customers Buy? Customer Buying Motives Rational Emotional
Conscious, logical reason for a purchase
Rational motives include product dependability, time or monetary savings, health or safety considerations, service, and quality.
Emotional
A feeling experienced by a customer through association with a product.
Social approval, recognition, power, love, or prestige.
Product/Patronage

12. Customer Decision Making
Some customers need no help from salespeople, and others require significant time and effort. The difference lies in the 3 distinct types of decision making.
Routine- person needs little or no info about a product, perceived risk is low because product is inexpensive, bought frequently, or satisfaction is high.
Limited- used when a person buys goods and services that he or she has purchased before but not regularly. Moderate degree of perceived risk (2nd car, furniture, vacation, household appliances)
Extensive- used when there has been little or no previous experience, have a high degree or perceived risk (first home)

13. Activity
Assume the role of a hotel/property sales manager. A conference planner is planning a conference with many millennial (enter your generation) attendees.
Prepare a presentation (using PowerPoint or Prezi) to tell why your property would be ideal to host the generation you chose.
Research a property that would match your customer profile. **Look back at your questions.
Don’t forget to include pictures and features and benefits of the property. Why would they benefit your customer?

14. Sales Presentation Rubric
Give a summary of generation and tell why your property’s features would match the customer. Remember this is a sales presentation! 10
**Include a detailed property description including logo/branding, pictures, accommodations.
Includes 5 features and benefits of the property.
Visual Aid summarizes the research of a unique property that matches the generation.
Effort/Creativity
Grammar/Spelling/Overall Look
Presentation Time/Tone/Effort/Sales Pitch *Remember you are the property manager. 50
TOTAL
100