Author Question: Suppose you're a salesperson making a sales proposal to a potential customer. During the ... (Read 127 times)

maegan_martin · **on:** Jun 28, 2018

Suppose you're a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. Which the following is probably the best strategy for you follow?
a. End your presentation without disclosing your product's weaknesses
b. Exaggerate a little to improve your score
c. Attempts to explain to the buyer that the characteristics on which your product scores low are not really important
d. Modify your market offer to one that is more customized to your buyer's needs
e. Call attention to neglected attributes

Question 2

A researcher is interested in how background color and the presence of advertising on a Web site influence consumers' attitude toward the Web site and the company. Background colors tested are yellow or blue, and ads are either present or not present. Attitude toward the Web site and toward the company both are measured with 5-item Likert scales. Which multivariate statistical technique is appropriate?
a. multiple regression
b. MANOVA
c. cluster analysis
d. factor analysis