Jamie Is a Salesperson Making a Sales Proposal to a Potential

question 30

Multiple Choice

Jamie is a salesperson making a sales proposal to a potential customer.During the presentation,she learns that some of the attributes of her product offering will not be able to maximize the buyer's evaluation score when compared to a competitor's offering.Which the following is probably the best strategy for Jamie to follow?​

• A)​She should avoid calling attention to neglected attributes.
• B)She should end her presentation without disclosing her product's weaknesses.
• C)​She should attempt to explain to the buyer that the characteristics on which her product scores low are not really important.
• D)​She should modify the price to one that is more suited to the current product offering even if her company incurs a loss.
• E)​She should exaggerate a little to improve her score.

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Definitions:

Monthly Net Operating Income

Net operating income calculated on a monthly basis, indicating the profitability of business operations within that month.

Fixed Expenses

Costs that do not change with the level of production or sales, such as rent and salaries, remaining constant over a period.

Monthly Advertising Budget

A planned amount of money dedicated to promoting a company's products or services for a month.

Sales Commissions

Payments made to sales staff based on the value or volume of sales generated.