Isaac knows there are two other firms competing for the sale. Given the choice of being first, second, or last to make his value proposition to the prospect, Isaac would choose:

Question

Quizplus · Accepted Answer

The research on the primacy and recency effect suggests that people tend to remember the first and last thing they hear or see. Therefore, being in the middle may decrease the likelihood of Isaac's value proposition being remembered. Additionally, if Isaac's product is not a market leader, being last may allow him to address any objections or questions that the prospect may have already raised with the other competitors.

Isaac Knows There Are Two Other Firms Competing for the Sale