Which of the Following Is a Difference Between Emotional and Rational

Multiple Choice

Which of the following is a difference between emotional and rational buying motives?

A) Rational buying motives of a prospect are easy to discover, while emotional buying motives are not.
B) Rational buying motives include motives such as security and status, while emotional buying motives are related to the economics of the buying situation.
C) In business-to-business selling, emotional motives are typically the most important buying motives, while rational motives are the least important.
D) Rational motives are based on the features of a product, while emotional motives are based on the benefits obtained from the product.
E) Prospects are more likely to share their emotional buying motives with a salesperson and less likely to share their rational buying motives.