Many sales managers are assessing whether equipping their salesforce with tablets, such as Apple's iPad or Motorola's Zoom, will be beneficial. They are examining the features available and the benefits they offer as well as the value provided by those benefits and comparing these two product offerings on these features, benefits, and value. Through this process, these managers will form _____, which are mental assessments of the presence of attributes and the benefits associated with those attributes.
A) decision rules
B) determinant criteria
C) judgments
D) feature analyses
E) differentiations

Question

Quizplus · Accepted Answer

The managers will form judgments, which are mental assessments of the presence of attributes and the benefits associated with those attributes. Decision rules refer to the procedures or guidelines used to make a decision, determinant criteria are the specific factors used to evaluate alternatives, feature analyses involve analyzing the features of products or services, and differentiations refer to distinguishing products or services from each other. None of these fully capture the process of forming assessments of product attributes and associated benefits.

Many Sales Managers Are Assessing Whether Equipping Their Salesforce with Tablets