One of the strategies that a salesperson can use to plan, create, and deliver an effective presentation is to:
A) adopt a task-oriented and fast-paced communication style with all buyers.
B) manipulate a buyer into believing that a product meets his or her requirements, even when it does not.
C) avoid calling attention to neglected attributes.
D) alter the importance weights of attributes based on their performance score.
E) refrain from engaging in competitive depositioning even if a buyer mistakenly believes that a competitor's offering has higher level attributes than it actually does.

Question

Quizplus · Accepted Answer

Altering the importance weights of attributes based on their performance score is a legitimate strategy for a salesperson. This involves emphasizing the strengths of a product or service in areas where it performs well, which can help to create a more compelling and effective presentation. This strategy does not involve deception or manipulation, but rather focuses on highlighting the most positive aspects of what is being sold.

One of the Strategies That a Salesperson Can Use to Plan