In his sales presentation, Frank spoke at length about the higher production capacity of his company's equipment in comparison to what the prospective buyer was currently using. Which tactic in identifying the needs gap was Frank attempting to use?
A) raising the buyer's perception of the desired state
B) lowering the buyer's perception of the desired state
C) raising the buyer's perception of the actual state
D) lowering the buyer's perception of the actual state

Question

Quizplus · Accepted Answer

Frank was attempting to raise the buyer's perception of the desired state by highlighting the superior production capacity of his company's equipment, suggesting that the buyer should aspire to this higher level of performance.

In His Sales Presentation, Frank Spoke at Length About the Higher