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:

Inaccurate Conclusions

These are conclusions that do not correctly follow from the data or premises, often due to flawed reasoning or misinterpretation of the data.

Calculate Reliability

The process of determining the consistency and stability of a measurement, test, or evaluation over time.

Estimate

A rough calculation or judgment of the value, number, quantity, or extent of something.

Subject Attrition

The loss of participants during the course of a study, which can affect the validity and reliability of the research outcomes.