{
  "title": "Sales proposals: should you reduce the number of options?",
  "url": "https://www.shr.swiss/blog/vente-forte-valeur-ajoutee-faut-il-reduire-les-options-en",
  "language": "en",
  "datePublished": "2026-02-08",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Presenting fewer options is often said to make selling easier. Research invites us to distinguish a useful hypothesis from a general rule.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Sheena S."
    },
    {
      "heading": "What the research synthesis adds",
      "point": "Benjamin Scheibehenne, Rainer Greifeneder and Peter M."
    },
    {
      "heading": "The premature conclusion",
      "point": "Concluding that a short range should always be presented would go beyond the findings."
    },
    {
      "heading": "The limits of applying this to complex sales",
      "point": "These studies do not provide evidence specific to banking services, fashion, trading businesses or Italian-speaking family SMEs in Lugano."
    },
    {
      "heading": "A practical check in Lugano",
      "point": "Within SHR’s « Vente à forte valeur ajoutée » programme, an exercise suitable for Lugano is to prepare two Italian-language presentations of the same offer: one sets out every alternative, while the other starts with a reasoned selection and keeps the others accessible."
    }
  ],
  "sources": [
    {
      "authors": "Lepper",
      "year": "2000",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Todd",
      "year": "2010",
      "source": "Journal of Consumer Research"
    }
  ],
  "wordCount": 425,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-02-08-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/vente-forte-valeur-ajoutee-faut-il-reduire-les-options",
    "en": "https://www.shr.swiss/blog/vente-forte-valeur-ajoutee-faut-il-reduire-les-options-en",
    "de": "https://www.shr.swiss/blog/vente-forte-valeur-ajoutee-faut-il-reduire-les-options-de",
    "it": "https://www.shr.swiss/blog/vente-forte-valeur-ajoutee-faut-il-reduire-les-options-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}