With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the buyer's perception that the seller has a thorough understanding of the buyer's business and his or her specific needs and wants?

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Empathy refers to the seller's ability to understand the buyer's business and specific needs and wants. This dimension is important as it helps the buyer feel understood and increases the likelihood of a successful sale. Assurance refers to the buyer's confidence in the seller's ability to deliver on promises, tangibles refer to the physical or concrete aspects of the proposal, and responsiveness refers to the seller's ability to act quickly and effectively in response to the buyer's needs.

With Respect to the Dimensions Used When Evaluating Written Sales