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, you should probably try to accomplish which of the following?
A) The development of a presentation that includes all of the benefits your product has to offer
B) An understanding of your general strengths and weaknesses relative to your competitors
C) An understanding of the importance weights the buyer will assign to the desired characteristics
D) The determination of the most efficient way to deliver your proposal
E) None of the above

Question

Quizplus · Accepted Answer

Understanding the importance weights the buyer will assign to the desired characteristics is crucial when using the multi-attribute model. This information helps the salesperson tailor their proposal to the buyer's specific needs and preferences. Options A, B, and D may also be important, but without knowing the weights the buyer assigns to the desired characteristics, it may not be possible to effectively address their needs and preferences. Option E is not a valid choice because it does not provide a response to the question.

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