Suppose You're a Salesperson Making a Sales Proposal to a Potential

question 53

Multiple Choice

Suppose you're a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. Which the following is probably the best strategy for you follow?

• A) End your presentation without disclosing your product's weaknesses
• B) Exaggerate a little to improve your score
• C) Attempts to explain to the buyer that the characteristics on which your product scores low are not really important
• D) Modify your market offer to one that is more customized to your buyer's needs
• E) Call attention to neglected attributes

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Definitions:

Prejudicial Assumption

An unjustified and often negatively biased preconceived notion or judgment about individuals or groups without sufficient knowledge or evidence.

Social Schemas

Cognitive frameworks that help individuals organize and interpret information about the social world and its interactions.

Physical Appearance

Refers to the outward look of individuals, including aspects of their body shape, facial features, hair, and skin.

Conformity

The act of matching attitudes, beliefs, and behaviors to group norms or politics.