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 sales presentation, you perceive that the buyer has unrealistic or mistaken beliefs regarding competitive offerings. What is probably the best strategy to follow?

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