Suppose That You Are a Salesperson Making a Sales Proposal

question 15

Multiple Choice

Suppose that you are a salesperson making a sales proposal to a potential customer who you know uses a multiattribute model when making buying decisions. During the sales presentation, you perceive that the buyer has unrealistic or mistaken beliefs regarding competitive offerings. What is probably the best strategy to follow?

• A) modify the product offering being proposed
• B) alter the buyer's beliefs about the competitor's offering
• C) alter the importance weights
• D) call attention to neglected attributes

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Definitions:

Brand Loyalty

The tendency of consumers to continuously purchase one brand's products over competing ones.

Amore

An Italian term that translates to "love" in English, often used to express affection or deep feelings of love towards someone.

Valuable Global Brand

A brand recognized and respected worldwide for its quality, reliability, and value.

Soft Drink Company

A business entity that specializes in the production, marketing, and distribution of non-alcoholic, flavored, and carbonated beverages.