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. Given the detailed product specifications provided by the customer, you know that your product rates exceptionally high on three of the five characteristics but poorly on the remaining two. 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