A buyer is unlikely to perceive the presence of a needs gap when he or she _____.
A) activates the buying process
B) is involved in strategic prospecting
C) completely understands his or her actual state
D) lacks a full understanding of the situation
E) has an active buying motive

Question

Quizplus · Accepted Answer

A needs gap is the difference between the customer's current state and their desired state. If the customer completely understands their actual state, they are more likely to perceive the presence of a needs gap.

A Buyer Is Unlikely to Perceive the Presence of a Needs