Asked by Claudia Reyes on Apr 26, 2024
Verified
During a sales presentation, the salesperson must be prepared to correct a negative impression the prospect may have about a product. Thus, a salesperson should most likely do all of the following EXCEPT:
A) alter the importance of the attributes.
B) highlight unnoticed product attributes.
C) alter the prospect's beliefs about the product.
D) change the person's search for an ideal product into a realistic product.
E) emphasize the importance a prospect attaches to a product's high price.
Negative Impression
A detrimental or unfavorable opinion formed in someone's mind based on an interaction, information, or experience.
Product Attributes
Characteristics or features of a product that are considered significant by consumers or that differentiate the product from competitors' offerings.
High Price
A pricing strategy where goods or services are offered at a higher cost than the average market price, often reflecting perceived higher value or quality.
- Comprehend the necessity of focusing on buyer needs and concerns through every stage of the sales process.
- Understand the essentiality of familiarizing oneself with purchaser behavior throughout the sales process.
- Master techniques for directing customer expectations and perceptions after completing a purchase.
Verified Answer
Learning Objectives
- Comprehend the necessity of focusing on buyer needs and concerns through every stage of the sales process.
- Understand the essentiality of familiarizing oneself with purchaser behavior throughout the sales process.
- Master techniques for directing customer expectations and perceptions after completing a purchase.
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