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

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Color in Graphics

The use of color to enhance visual communication, influence mood, and improve readability in graphical elements.

Contrast Effectively

The ability to highlight the differences between two or more items or concepts clearly and efficiently.

Effective Graphic

A visual element, such as a chart or diagram, designed to convey information or data clearly and efficiently.