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CAIE A-Level Psychology A2 2.4.2 Selling the Product Questions

Explain customer-focused and competitor-focused selling, then apply scarcity and sales comparisons to buyer relationships, purchase motives and seller outcomes.

Syllabus
2028–2030
Course
Psychology 9990
Level
A2

Exam points

  • Outline scarcity as a closing principle and illustrate it with a specific sales example
  • Explain a buying motive triggered by scarcity with an applied example
  • Explain two distinct seller benefits of scarcity, such as sales or end-of-line stock clearance
  • Explain customer-focused selling through consultation and attention to individual buyer needs
  • Apply customer focus to trust, loyalty or reduced pressure in a new-car buyer–seller relationship
  • Suggest two competitor comparisons using bicycle prices, features, reviews or ethical practices
  • Explain a strength and a weakness of competitor-focused selling in relation to buyers' needs
  • Explain how reducing sales to competitor comparisons can overlook individual customer needs

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