Suppose That You Are a Salesperson Making a Sales Proposal

Multiple Choice

Suppose that you are a salesperson making a sales proposal to a potential customer who you know uses a multiattribute model when making buying decisions. During the presentation, you perceive that the buyer underestimates the true qualities of the product offering being proposed. What is probably the best strategy to follow?

A) modify the product offering being proposed
B) alter the buyer's beliefs about the proposed offering
C) alter the buyer's beliefs about the competitor's offering
D) alter the importance weights