In His Sales Presentation, Frank Spoke at Length About the Higher

Multiple Choice

In his sales presentation, Frank spoke at length about the higher production capacity of his company's equipment in comparison to what the prospective buyer was currently using. Which tactic in identifying the needs gap was Frank attempting to use?

A) raising the buyer's perception of the desired state
B) lowering the buyer's perception of the desired state
C) raising the buyer's perception of the actual state
D) lowering the buyer's perception of the actual state