Jamie, a Salesperson, Is Making a Sales Proposal to a Potential

question 93

Multiple Choice

Jamie, a salesperson, is making a sales proposal to a potential customer. During the presentation, she realizes 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 strategies should Jamie most likely follow?

• A) She should end her presentation without disclosing her product's weaknesses.
• B) She should exaggerate a little to improve the score of her product.
• C) She should attempt to explain to the buyer that the characteristics on which her product scores low are of little importance.
• D) She should modify the price of her product to one that is more suited to the current product offering even if her company incurs a loss.
• E) She should avoid calling attention to neglected attributes.

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Definitions:

Income Report

An income report, commonly known as an income statement, is a financial document that shows a company's revenue, expenses, and net income over a specific period.

Lease Payments

Regular payments made by a lessee to a lessor for the use of an asset during the lease term.

Constructively Capitalize

The accounting practice of recognizing an expenditure as a fixed asset and amortizing it over time, despite not being capitalized in a traditional sense.

Operating Leases

A pact that grants permission to use a property without bestowing ownership rights of the said asset.