You Are an Account Manager and the Customer Asks You

question 215

Multiple Choice

You are an account manager and the customer asks you to summarize the business value a product they are about to purchase delivers. Which process best describes how to do that?

• A) Gather list of products benefits and needed business capabilities. Align the product benefits to the business capabilities and align the product benefits to customer outcomes.
• B) Gather customer business priorities and list of product benefits. Align the product benefits to customer outcomes.
• C) Gather customer business priorities and needed business capabilities. Align the business capabilities to solutions and align the solutions to customer outcomes.
• D) Gather customer business priorities and list of products benefits. Align the product benefits to business priorities and align the product benefits to customer outcomes.

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Definitions:

Rational Decision

A decision-making process that is based on making choices that result in the optimal level of benefit or utility for an individual.

Economic Payoff

The return or financial outcome received from an investment, decision, or policy, typically expressed in terms of profit or cost savings.

Behavioral Economics

A field of economic research that incorporates psychological insights into human behavior to explain economic decision-making.

Irrational

Describes a decision maker who chooses an option that leaves him or her worse off than choosing another available option.