Jamie, a salesperson, is making a sales proposal to a potential customer. During the presentation, she realizes that some of the attributes of her product offering will not be able to maximize the buyer's evaluation score when compared to a competitor's offering. Which the following strategies should Jamie most likely follow?
A) She should end her presentation without disclosing her product's weaknesses.
B) She should exaggerate a little to improve the score of her product.
C) She should attempt to explain to the buyer that the characteristics on which her product scores low are of little importance.
D) She should modify the price of her product to one that is more suited to the current product offering even if her company incurs a loss.
E) She should avoid calling attention to neglected attributes.

Question

Quizplus · Accepted Answer

C) This strategy involves reframing the conversation to focus on the strengths of Jamie's product and downplay the importance of its weaker aspects. By doing so, she can potentially shift the buyer's evaluation criteria to areas where her product excels, without resorting to dishonesty or price manipulation.

Jamie, a Salesperson, Is Making a Sales Proposal to a Potential