What Is the Biggest Challenge for a Salesperson Trying to Gain

Multiple Choice

What is the biggest challenge for a salesperson trying to gain business from a customer who considers a specific purchase a straight rebuy decision situation from another supplier?

A) convincing the buyer that a gap exists between his or her actual and desired state
B) repositioning the buying decision to include more attributes
C) changing the importance weights attached to product attributes
D) using competitive depositioning to open up the contract for rebidding