Jamie is a salesperson making a sales proposal to a potential customer. During the presentation, she learns that some of the attributes of her product offering will not be able to maximize the buyer's evaluation score when compared to a competitor's offering. Which the following is probably the best strategy for Jamie to follow?
A) She should avoid calling attention to neglected attributes.
B) She should end her presentation without disclosing her product's weaknesses.
C) She should attempt to explain to the buyer that the characteristics on which her product scores low are not really important.
D) She should modify the price to one that is more suited to the current product offering even if her company incurs a loss.
E) She should exaggerate a little to improve her score.
Question 2
_____ are those attributes that are not typically required but that can ultimately lead to a supplier being selected by a customer over other qualified suppliers.
A) Core benefits
B) Add-on benefits
C) Supplier personality traits
D) Customer values
E) Elasticities of demand
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Step 8 is very important. Be sure that the customer’s concern has been corrected.
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