Author Question: If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities ... (Read 60 times)

arivle123 · **on:** Jun 28, 2018

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