Libby Is a Salesperson Making a Sales Proposal to a Potential

question 90

Multiple Choice

Libby is a salesperson making a sales proposal to a potential customer who uses a multiattribute model when making buying decisions. During the presentation she learns that your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. What is probably her best strategy to follow?

• A) end the presentation without disclosing her product's weaknesses
• B) exaggerate a little on several dimensions to improve the score
• C) attempt to explain to the buyer that the characteristics on which her product scores low are not really important
• D) modify the market offer to one that is more customized to her buyer's needs

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Definitions:

Corporation

A legal entity recognized by law that is separate from its owners, with the ability to own assets, incur liabilities, and sell shares to investors.

Assets

Resources owned or controlled by a business, expected to produce economic value or benefits in the future.

Depreciation Expense

The systematic allocation of the cost of a tangible asset over its useful life, reflecting wear and tear, obsolescence, or decline in value.

Amortization Expense

The process of allocating the cost of an intangible asset over its useful life for accounting and tax purposes.