Suppose You're a Salesperson Making a Sales Proposal to a Potential

question 53

Multiple Choice

Suppose you're a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. Which the following is probably the best strategy for you follow?

• A) End your presentation without disclosing your product's weaknesses
• B) Exaggerate a little to improve your score
• C) Attempts to explain to the buyer that the characteristics on which your product scores low are not really important
• D) Modify your market offer to one that is more customized to your buyer's needs
• E) Call attention to neglected attributes

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Definitions:

Personality Dimensions

Broad categories used to describe and categorize the various aspects of human personality, often based on factor analysis of traits.

Cattell's Approach

A theory in personality psychology that utilizes factor analysis to categorize human personality traits into 16 primary factors.

Biological

Pertains to processes and aspects that are derived from or relate to the physiology and genetic makeup of living organisms.

Underlying Structure

refers to the basic or fundamental organization or framework of a system, concept, or theory that supports its observable characteristics or phenomena.