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Author Question: If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities ... (Read 107 times)

arivle123

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If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:
 A) reassure the buyer that his or her product is at par with the competitors' offerings.
  B) refrain from modifying the proposed offering just to suit the buyer's needs.
  C) avoid calling attention to neglected attributes.
  D) alter the buyer's beliefs about the competitor's offering by providing accurate information.
  E) alter the importance weights of the buyer's offering.

Question 2

_____ features a design-to-cost philosophy that begins by examining market conditions.
 A) Target costing
  B) ABC costing
  C) Value-based segmentation
  D) Total cost costing
  E) Penetration pricing



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Sammyo

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Answer to Question 1

D

Answer to Question 2

A




arivle123

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Reply 2 on: Jun 28, 2018
Thanks for the timely response, appreciate it


xiazhe

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Reply 3 on: Yesterday
YES! Correct, THANKS for helping me on my review

 

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