perceptions are correct, this strategy would encourage exaggerated and overstated
claims by the salesperson and should be avoided. In the instance of BondIt #302’s
low evaluation score, the salesperson could offer the buyer information and
evidence that the product’s durability and service factors actually perform much
better than the buyer initially believed. By working with the buyer to develop a
more realistic perception of the product’s performance, BondIt #302 could
become the buyer’s preferred choice.