Suppose That, as a Salesperson, You Know That One of Your

question 129

Multiple Choice

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, which of the following should you probably try to accomplish?

• A) develop a presentation that includes all of the benefits your product has to offer
• B) understand your general strengths and weaknesses relative to your competitors
• C) understand the weights of relative importance that the buyer will assign to the desired characteristics
• D) determine the most efficient way to deliver your proposal

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Definitions:

Individualistic Cultures

Societies that stress the importance of personal achievements and individual rights.

Pathogens

Microorganisms that cause disease in their host, including viruses, bacteria, fungi, and parasites.

Tradeoff

A situation that involves losing one quality or aspect of something in return for gaining another quality or aspect.

Benefit

An advantage or profit gained from something.