Which of the Following Statements Concerning Evaluative Criteria Is Most

question 230

Multiple Choice

Which of the following statements concerning evaluative criteria is most accurate?

• A)If the alternatives in a consideration set do not meet the requirements of the evaluative criteria,the entire decision process is usually discontinued.
• B)Consumers often have several criteria for evaluating a single product.
• C)Evaluative criteria represent objective rather than subjective attributes.
• D)Evaluative criteria represent subjective rather than objective attributes.
• E)Ultimately,the most important evaluative criterion is price.

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Definitions:

Discussion

An exchange of ideas, opinions, or information through conversation, aiming for mutual understanding or decision-making.

Customer Benefit Approach

An approach whereby the salesperson asks questions that imply that the product will benefit the prospect.

Critical Needs

Essential requirements or factors that must be addressed or fulfilled to ensure the success or survival of a project, initiative, or business operation.

Probes

Questions or statements designed to gather more information, clarify understanding, or uncover needs and preferences during a conversation or sales process.