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. Over the course of the sales presentation, it becomes apparent that significant attributes of the product may have been missed or overlooked in the discussion. What is probably the best strategy to follow?
A) modify the product offering being proposed
B) alter the buyer's beliefs about the competitor's offering
C) alter the importance weights
D) call attention to neglected attributes

Question

Quizplus · Accepted Answer

Calling attention to neglected attributes allows the salesperson to ensure that the customer is making a fully informed decision and considering all relevant attributes in the multiattribute model. Modifying the product offering may not be feasible or necessary, and altering the buyer's beliefs about the competitor's offering may not be ethical. Altering the importance weights without a solid justification may also be perceived as manipulative.

Suppose That You Are a Salesperson Making a Sales Proposal