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Page Title: Figure 6-4.—Basic human wants and needs
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Figure 6-5.—The professional Navy recruiter balances empathy and drive
recruiting  with  prior  knowledge  and  understanding  of human  beings, our   chances   of   success   will   be enhanced. We will be building our sales presentation based  on  each  individual’s  wants,  needs,  and  DBM. Let’s look first at the wants and needs that are common to    all    people.    These    are    important    tools    in understanding human behavior. Figure 6-4 shows the basic human wants and needs in relation to each other. BASIC WANTS.  –  The four basic human wants are the  following: l I want to live and be healthy. The most basic wants of all are life and health. l I  want  to  love  and  be  loved.  This  includes  the family  love  of  parents,  spouse,  children,  and  other relatives as well as the social acceptance, admiration, and respect of peers, subordinates, and superiors alike. l I  want  to  feel  important.  Everyone  wants  to  feel that they have importance and self-worth. l I  want  a  little  variety.  It  is  said  that  variety  is the spice of life. Variety can take many forms, from seeing different places, to doing different kinds of work, or  meeting  different  challenges.  Everyone  wants  to grow  beyond  their  current  horizons. BASIC NEEDS.– The five basic human needs are the following: l Survival  These  are  the  basic  needs  such  as  air, food,  water,  and  shelter.  Obviously  survival  needs  are the  first  needs  to  be  considered. l Security  Once  most  of  our  physical  needs  are met,  we  look  ahead  to  future  safety.  Security  needs relate to an orderly, stable, predictable environment. Stability  can  have  a  different  meaning  for  different Figure 6-4.—Basic human wants and needs. 6-18

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