Buying motives affect us every day – whether we know it or
not. From a trip to our favorite grocery store to that new pair of shoes we
just had to have, every purchase we make is driven by underlying
motives. In this LAP your students will gain an in-depth understanding of
buying motives – what they are, why they’re so important to salespeople, and
how to effectively identify them.
LAPs 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. The instructor section features a comprehensive discussion guide, complete practice- (short answer) and post-tests (multiple-choice) with descriptive keys, student activities, and more.
As an added bonus, instructors will receive a second version of the student guide—in color and designed specifically for use on electronic devices. This additional student guide is easier for instructors to share with students via email, shared drive, or learning management system and easier for students to view and read electronically. Click here for a sample of the bonus student section.
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 23 slides.
"The text is relatable for students. I have taught this topic for years, but I found that the way the student narrative explains the concepts is more beneficial for students." -Jessica Frenchik, Strongsville City Schools
"All of the activities seem to be higher-level and meaningful applications of the content and skills." -Teresa Brooks, Southington High School