Exam 7: Product-Selling Strategies That Add Value

A good way to determine a customer's satisfactions is to:

List and describe the three parts of the Product Solutions Selling Model.

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

In most cases,the same sales strategy is used to sell a new and emerging product as a mature,well-established product.

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 e-retailers. Just Candles maintains a storefront for selling candles but does not provide other services or products. -Which of the following would most likely be a value-added strategy that could boost sales for Just Candles?

Customer satisfaction most likely arises from:

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?

In recent years, the "fax attack" model of car shopping has become popular. In a "fax attack," a customer sends a fax to every car dealership within a certain radius listing the make and features of the car they would like, along with the price they are willing to pay, and asks dealerships that will match that price to contact the customer. In essence, the customers set both the features and the price for the car. McCall Automotive has experienced a sharp increase in the number of fax attacks, and Phil, the sales manager, is seeking methods for addressing the situation. Phil is also concerned about the dealership's positioning strategies and market share. -Phil believes that the dealership should lower car prices to capture a higher share of the market.Competing on price will most likely work with which of the following car buyers?

Mature and well-established products are usually characterized by intense competition as new brands enter the market.

Which service-quality dimension refers to the knowledge and courtesy of employees?

The authors of The Discipline of Market Leaders encourage business firms to pick one of the disciplines - best price,best product,or best ________ to distinguish their offering in the marketplace.

Creating a value proposition is a way of:

Your ability to separate yourself and your product from that of your competitors is referred to as:

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

The positioning process:

Which term refers to the decisions and activities that are intended to create and maintain a certain product concept in the customer's mind?

Product positioning is largely a function of:

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

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

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. -Which product-selling strategy would most likely be LEAST effective for selling Green Grain?