Exam 7: Product-Selling Strategies That Add Value

Salespeople can benefit from viewing every product as being four-dimensional. List the four"possible"products.

Which of the following most likely covers transportation costs incurred by channel intermediaries?

What is the most likely drawback of using too many technical terms during a sales presentation?

The goal of selling strategies for new and emerging products is to:

Which of the following selling techniques is appropriate for products with low prices?

The ________ product refers to what may remain to be done or what is possible.

A designer releases her fall line of handbags, including one that retails for $6,000. This bag is a limited edition; only 500 will be produced, and orders will only be accepted from clients who have previously purchased a handbag from the designer. Customers will be put on a waitlist in the order in which the handbag orders are received. -The handbag is finally available to customers on the waitlist. Tanya,who has been on the list for three weeks,picks up the handbag at the designer's store. When she opens the handbag,she finds that a wallet and a belt are included with the handbag,which both surprises and delights Tanya. The designer most likely maximized Tanya's satisfaction by:

Just Candles, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, the owner of Just Candles learns that the same candles that they sell are available from online retailers for at least 10% less. The firm will not be able to survive if customers continue purchasing from competing online retailers. Just Candles maintains a storefront for selling candles but does not provide other services or products. -Which of the following would most likely enable Just Candles to recapture their previous customers and gain new customers?

The goal of selling strategies for mature and well-established products is to:

Product positioning is largely a function of:

Becoming familiar with a customer's satisfactions is necessary for a salesperson to move from:

Pricing decisions generally are made primarily during the introductory stage of the product life cycle and rarely change.

A potential consequence of using low-price tactics is lower profits.

Which of the following is NOT a service-quality dimension?

Low-involvement buyers care mostly about:

The value-added product exists when salespeople meet the customer's expectation.

As the level of competition increases,especially in the case of a mature product,salespeople should most likely consider future possibilities,known as the ________ product.

A grain supplier to cattle farmers has developed a new grain mixture, Green Grain, with nutritional additives that approximate the nutrient mixture in grass. Farmers who feed their cattle this enriched grain can sell beef and milk that taste similar to grass-fed beef and have many of the nutritional benefits to humans of grass-fed beef or dairy at a significantly lower production cost than actual grass-fed beef or dairy. -What would be the best way to position Green Grain relative to traditional grain?

Which of the following is a factor that determines a product's life cycle stage?

Satisfactions can come from: