_____ Are Used to Back Up Claims of Benefits and Value

question 95

Multiple Choice

_____ are used to back up claims of benefits and value produced and provided to a buyer.

• A) Product demonstrations
• B) Visual materials
• C) Analogies
• D) Proof providers
• E) Anecdotes

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Definitions:

Vision

A mental image of a possible and desirable future state of the organization.

Framing Error

A mistake that occurs when information is presented or perceived in a way that biases or distorts decision making.

Sunk Cost Bias

The decision to continue an investment based on past investments of time, effort, and/or money.

Projection Bias

The tendency to mistakenly assume that others share one's current thoughts, feelings, or attitudes.