Suppose that you are a salesperson making a sales proposal to a potential customer who you know uses a multiattribute model when making buying decisions. During the presentation, you perceive that the buyer underestimates the true qualities of the product offering being proposed. What is probably the best strategy to follow?
A) modify the product offering being proposed
B) alter the buyer's beliefs about the proposed offering
C) alter the buyer's beliefs about the competitor's offering
D) alter the importance weights

Question

Quizplus · Accepted Answer

Altering the buyer's beliefs about the proposed offering is the best strategy to follow. This can be done by providing additional information or evidence that highlights the true qualities of the product offering and its benefits. This may help the buyer to make a more accurate evaluation and increase their perception of the value of the product. It is important to note that modifying the product offering may not always be feasible, and altering the importance weights or beliefs about the competitor's offering may not necessarily address the issue of underestimating the true qualities of the proposed offering.

Suppose That You Are a Salesperson Making a Sales Proposal