Suppose That You Are a Salesperson Making a Sales Proposal

question 58

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. Over the course of the sales presentation, it becomes apparent that significant attributes of the product may have been missed or overlooked in the discussion. 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:

American Adults

Individuals residing in the United States who are beyond the age of adolescence, typically considered to be 18 years and older.

Self-Reports

Data collection method where individuals provide information about themselves, usually through questionnaires or interviews, on their experiences, behaviors, or conditions.

Objective Measurements

Quantitative data obtained through standardized tests or instruments, providing unbiased metrics that are not influenced by personal feelings or opinions.

Overweight People

Individuals having a body mass index (BMI) above the normal range but not classified as obese.