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:

Multicultural

Characterized by or representing multiple cultures, promoting the inclusion and the acknowledgment of diverse cultural experiences and perspectives.

Humanistic

A psychological perspective focusing on individual potential and stress on the importance of growth and self-actualization.

Exposure Therapy

A psychological treatment designed to help individuals confront their fears by gradual, controlled exposure to the feared object, activity, or situation.

Anxiety Elimination

Anxiety elimination refers to strategies or treatments aimed at reducing or removing the feelings of anxiety and its physiological and psychological manifestations.