Suppose That, as a Salesperson, You Know That One of Your

Multiple Choice

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, which of the following should you probably try to accomplish?

A) develop a presentation that includes all of the benefits your product has to offer
B) understand your general strengths and weaknesses relative to your competitors
C) understand the weights of relative importance that the buyer will assign to the desired characteristics
D) determine the most efficient way to deliver your proposal