If a Buyer Mistakenly Believes That a Competitor's Offering Has

Multiple Choice

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, a salesperson should attempt to:

A) alter the buyer's beliefs about the competitor's offering by providing accurate information.
B) manipulate the buyer into believing that the proposed product offering is on par with the competitors' offering.
C) proceed to select an order routine for the buyer.
D) avoid calling attention to the proposed offering's neglected attributes.
E) reassess the buyer's situation to prepare a revised offering.