Exam 7: Product-Selling Strategies That Add Value

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

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

Low-involvement buyers care mostly about:

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

Salespeople at the dealer level can play an important role in positioning an automobile for competitive advantage.

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?

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 has observed that today's car buyers are more knowledgeable than car buyers in the past,primarily due to the Internet.Such car buyers gather information on all aspects of a car,from the manufacturing process to service contracts,and they respond best to a value-added selling strategy.What adviceshould Phil most likely give to his sales team when they are faced with such knowledgeable buyers?

Products are born,and then they grow up and become mature.In marketing,this process is known as the ________.

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

The stages a product goes through from the time it is first introduced to the market until it is discontinued is called the:

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

Creating a value proposition is a way of:

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

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.

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

When setting professional fees,which of the following should LEAST likely be considered?

A front desk clerk at a ReView Hotel receives a call from a ReView Gold Rewards Member guest complaining that the wireless Internet in her room is fading in and out.Without Internet access,she won't be able to make her deadline for this business trip. -What could the desk clerk do to maintain the guest's cluster of satisfactions?

Value creation during the transactional sale is considerable.

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

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 enable Just Candles to recapture their previous customers and gain new customers?