Salespeople who understand buyer evaluation procedures may use that understanding to develop which of the following sales strategies?
a. Modify the product offering being proposed.
b. Alter the buyer's beliefs about the proposed offering.
c. Alter the buyer's beliefs about the competitor's offering.
d. Alter the importance weights.
e. All of these choices.
Question 2
Of the many sources of differences of scores, the researcher is especially interested in isolating the differences due
to
a. situational factors.
b. variations in administration.
c. mechanical factors.
d. true differences in the characteristic.
e. the sampling of items.
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