Suppose you're a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. Which the following is probably the best strategy for you follow?
A) End your presentation without disclosing your product's weaknesses
B) Exaggerate a little to improve your score
C) Attempts to explain to the buyer that the characteristics on which your product scores low are not really important
D) Modify your market offer to one that is more customized to your buyer's needs
E) Call attention to neglected attributes

Question

Quizplus · Accepted Answer

Instead of hiding or downplaying the weaknesses, it is better to address them and modify the offer to better match the buyer's needs. This way, you demonstrate a willingness to work with the buyer and provide a solution that meets their specific requirements. Additionally, this approach can help build trust with the buyer, which can lead to a long-term business relationship.

Suppose You're a Salesperson Making a Sales Proposal to a Potential