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:

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