Question

Which describes the buying formula theory of selling? A. Buying decisions depend on four elements: drive, cues, response, and reinforcement. B. The prevailing circumstances act as stimuli to the buyer’s responses. C. The purchasing process occurs as a sequence of events in the prospect’s mind. D. The potential products to be launched in the future affect the sales of existing products.

Answer 1

B. The prevailing circumstances act as stimuli to the buyer's responses

Explanation:

Circumstances the buyer finds himself can determine a buyer's response.

For example if the buyer finds that he needs the  product or service for him/her to have comfort or even to continue living it will stimulate him/her to make the purchase.

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Answer 2

Answer:

C. The purchasing process occurs as a sequence of events in the prospect’s mind.

Explanation:

"The buying formula represents the purchase process as a sequence of events in the prospect‘s mind. The sequence of events runs as: need recognition → solution → purchase → satisfaction."