If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:
A) Alter the buyer's beliefs about the competitor's offering
B) Reassure the buyer that your product is superior
C) Alter the importance weights the buyer's using
D) Describe the difficulties the buyer will have if they choose the competitor's offer
E) Both b and d

Question

Quizplus · Accepted Answer

The salesperson should attempt to correct the buyer's misconceptions by altering their beliefs about the competitor's offering. This can be done by providing accurate and factual information about the features and benefits of both products. Misrepresenting the competitor's offering could lead to ethical issues and damage the long-term relationships with the buyer.

If a Buyer Mistakenly Believes That a Competitor's Offering Has