Mark is a salesperson who understands the importance of ensuring customers value their interactions with him. Accordingly, Mark focuses on possessing _________________, one of the components of the Two-Factor Model of Buyer Evaluation.
A) Evaluative attributes
B) "Must-have" attributes
C) Delighters
D) Good products
E) Physiological attributes

Question

Quizplus · Accepted Answer

Delighters are components of the Two-Factor Model of Buyer Evaluation that go beyond the basic expectations of the customer and add value to the interaction. Mark's focus on ensuring that his customers value their interactions with him implies that he is providing delighters, which are likely to lead to increased customer satisfaction and loyalty.

Mark Is a Salesperson Who Understands the Importance of Ensuring