Suppose That You Are a Salesperson Making a Sales Proposal

question 35

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. Given the detailed product specifications provided by the customer, you know that your product rates exceptionally high on three of the five characteristics but poorly on the remaining two. 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

---

Definitions:

Sensate Focus

A technique used in sex therapy that emphasizes non-sexual touch and communication to build intimacy and reduce performance pressure between partners.

Delusions of Grandeur

A false belief in one's own superiority, greatness, or power, often found in psychiatric conditions such as bipolar disorder or schizophrenia.

Schizophrenia

A persistent and serious mental illness marked by altered cognition, perception, feelings, speech, self-identity, and actions.

Hallucination

A perception in the absence of external stimulus that has qualities of real perception, typically auditory or visual, that can be associated with mental health disorders.