Suspecting That His Prospective Buyer Was Not Fully Aware of the Deficiencies

Multiple Choice

Suspecting that his prospective buyer was not fully aware of the deficiencies of his current production equipment, Pierre helped the buyer to analyze production data to determine its true efficiency and level of quality. In doing this, which tactic was Pierre attempting to use in identifying the needs gap?

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