Significantly fewer people seem to prefer what they refer to as a firm mattress. By firm they mean one that gives them the feeling of being supported but at the same time has a harder surface because it lacks the softer conforming layers. The task salespeople face is to determine through their qualifying whether the latter are finding the less luxurious mattresses less supportive because of a groundless mindset. This can be a very tough challenge for bedding salespeople. The best way for salespeople to meet this challenge is to teach customers the proper way to test a mattress.
Customers go from store to store until they find a salesperson.
The Relationship Between theValence Factors and Qualifying The role of the salesperson is to qualify how much weight or valence each customer gives to support, conformability, durability, and price. It is important for salespeople to keep in mind that most adult customers shopping for a sleep set for themselves have not experienced the industry's more thicker luxurious mattresses before, because these mattresses are relatively new on the market. Nor do motels and hotels tend to provide their rooms with these thicker luxurious mattresses. Therefore, motels and hotels do not tend to provide customers with an opportunity of experiencing today's more luxurious mattresses. For that reason many customers have a bias about the current more luxuriously soft mattresses.