Question 1

Matching
-Emphasis is on brand superiority

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy B

Question 2

Matching
-Firm sets a market share objective without real concerns for profit

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy E

Question 3

Matching
-Developing customer loyalty

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy N

Question 4

Matching
-Potential Product is part of

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 5

Matching
-Firm faces intense competition and entry of new brands in the market

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 6

Matching
-Firms offer more intangibles such as better-trained salespeople and increased level of courtesy

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 7

Matching
-Basic strategy is to meet competition

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 8

Matching
-Requires a highly trained and motivated salesperson

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 9

Matching
-""The lowest price is the law"" statement used as part of the promotion campaign of a store

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 10

Matching
-Introduction, Growth, Maturity and Decline

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 11

Matching
-Firm offers more intangibles such as better-trained salespeople, better service after the sale etc. to create a niche and competitive-edge.

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 12

Matching
-Firm offers a quantity discount

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 13

Matching
-Satisfaction arising from the product, the company that makes it, and the salesperson who sells it

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 14

Matching
-Firm maintains a restock program that provides the retailer with an adequate inventory at all times

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Question 15

Matching
-The relationship strategy is often critical

Accepted Answer

A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy 
A)  Positioning product with a price strategy. 
B)  positioning mature and well-established products. 
C)  positioning product with a value-added strategy.. 
D)  positioning mature and well-established products 
E)  positioning product with a price strategy .
F) positioning mature and well-established products .
G) positioning new and emerging products
H) positioning product with a value-added strategy
I) positioning product with a price strategy.
J) Total Product Concept
K) Positioning
L) Cluster of satisfactions
M) Product Life Cycle
N) Relationship strategy

Matching -Emphasis is on brand superiority

Matching -Firm sets a market share objective without real concerns for profit

Matching -Developing customer loyalty

Matching -Potential Product is part of

Matching -Firm faces intense competition and entry of new brands in the market

Matching -Firms offer more intangibles such as better-trained salespeople and increased level of courtesy

Matching -Basic strategy is to meet competition

Matching -Requires a highly trained and motivated salesperson

Matching -""The lowest price is the law"" statement used as part of the promotion campaign of a store

Matching -Introduction, Growth, Maturity and Decline

Matching -Firm offers more intangibles such as better-trained salespeople, better service after the sale etc. to create a niche and competitive-edge.

Matching -Firm offers a quantity discount

Matching -Satisfaction arising from the product, the company that makes it, and the salesperson who sells it

Matching -Firm maintains a restock program that provides the retailer with an adequate inventory at all times

Matching -The relationship strategy is often critical

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Filters

Exam 7: Product-Selling Strategies That Add Value