Author Question: Identify one of the strategies used to plan, create, and deliver an effective presentation. A) Avoid ... (Read 41 times)

stephzh · **on:** Jun 28, 2018

Identify one of the strategies used to plan, create, and deliver an effective presentation.
A) Avoid modifying the product offering being proposed as per buyer's needs.
B) Avoid altering the buyer's beliefs about the proposed offerings when the buyer underestimates the product.
C) Avoid giving equal importance to all the attributes irrespective of their importance weights.
D) Avoid calling attention to neglected attributes.
E) Avoid altering the buyer's beliefs about the competitor's offerings when the buyer overestimates the competitor's product.

Question 2

_____ represents a business customer's overall assessment of the utility of a relationship with a supplier based on the benefits received and sacrifices made.
A) Core benefits
B) Add-on benefits
C) Customer value
D) Relationship commitment
E) Total cost analysis