Stimulations from inside the body include: hunger, fatigue, disease, etc. Stimulations from outside the body include: the achievements of peers, the promotion of colleagues, the honor of heroes, the warmth of the collective and so on. Stimulation can make people feel nervous. If the stimulating factors exist all the time and the intensity of tension increases to a certain extent, demand will be generated, and the strengthening of demand will form motivation, which will drive people to take actions that can meet the demand when conditions permit. The occurrence of behavior will meet the needs of individuals, eliminate people's tension and rebalance the body. Consumers' buying behavior is also a process of satisfying demand, so to investigate consumers' buying behavior, we must study consumers' needs and motives.

1) consumer demand is divided according to its nature:

1. Physiological needs

2. Psychological needs

For example, the pursuit of friendship, status, honor, etc. , are psychological needs.

2) consumer demand is divided according to its form:

1. Actual needs

That is, consumers not only have a clear target (specific goods) demand, but also have the ability to pay in money. This need, also known as effective need, is the realistic basis for enterprises to formulate current marketing strategies. Meeting customers' actual needs is the center of current marketing activities of enterprises.

2. There are two forms of potential demand. One is that consumers have clear needs and goals, but lack the ability to pay in money; One is that consumers have the ability to pay in money, but the target they need is not clear, that is, they need to be in a hazy state. The first enterprise takes appropriate marketing measures, such as price reduction, installment payment and other second advertisements and demonstrations. It can be said that whenever people feel inconvenient in life, there is a potential demand.

3) consumer behavior differences

People's psychological needs are far more complicated than their physical needs. People's psychological needs are infinite, diverse and contemporary. Example 2: People who get off the bus and feel thirsty are also stimulated by thirst, but their thinking and behavior will be different. One immediately went to the cold food stall to buy a drink, and the other was thinking: it's only a few steps from home, so you can drink it when you get home. In this simple example, many explanations can be made:

(1) Their incomes are different, and one of them wants to save a little;

(2) Their health and hygiene standards are different, and one of them is afraid of getting sick from eating street dust;

(3) They have different tastes. One of them thinks that only tea and white water can quench thirst.

(4) Their manners and ideas are different, and one of them thinks it is beneath him to drink in the street stalls;

(5) Even if the situation is different, one of them has no money. Therefore, in the process of sales, salespeople must fully consider the different needs and behavioral differences of consumers.

4) The influence of consumer demand on purchasing behavior.

1. Consumer demand determines buying behavior. In this sense, consumer demand determines buying behavior.

2. The intensity of consumer demand determines the degree of buying behavior. For example, for a person who has no shoes to wear, the first pair of shoes is of the greatest use value to him, that is, he has the strongest demand for the first pair of shoes. Maybe he walks into a shop and buys shoes as long as he sees them, but he doesn't have high requirements on the style, color, price and quality of shoes. But when he bought shoes, the demand for shoes was not so urgent, and the use value of shoes was not so important to him. Maybe he will have a demand for shoes, but the urgency of the demand is greatly reduced. At this time, he has to consider the confusion of price, quality, style and so on, so the resistance of buying behavior is great and it is not easy to realize.

3. Different levels of demand affect consumers' buying behavior. With the increase of family income, people spend less and less on food, and more and more on culture, entertainment, health and labor.

5) Judge the customer's purchase conditions.

1. No matter whether the other party has money or not, the financial resources of customers are the guarantee for the return of funds for promoting products. A customer without financial strength, if not handled well, will become a bad debt that is difficult to recover.

2. Whether the other party has the right to purchase can avoid many unnecessary twists and turns, save time and effort, and make the transaction easier. Improving work efficiency and learning to distinguish who is the business spokesperson is an important part of the salesman's comprehensive ability.

3. Whether the other party has a purchase needs to know the customer's purchase demand, and the right medicine is easy to facilitate the transaction. For example, what customers need is the function and price of the product or its after-sales service.