Exam 7: Product-Selling Strategies That Add Value

Customer satisfaction arises from:

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

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.They will be put on a waitlist for the handbag in the order in which they are received. -Product positioning is important for all products,whether they are new to the market or have been available for years.The largest difficulty in positioning a new product to sell instead of a mature or well-established product is:

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

A grain supplier to cattle farmers has developed a grain mixture 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. -Product differentiation is key to being able to position your product and separate it from competitors' products.In what way,however,could product differentiation hurt a potential sale?

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?

Creating a value proposition is a way of:

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

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

List and describe the three parts of the product-selling model.

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

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.

Money that a bank has available for customer loans would be an example of a(n):

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

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

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

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

In order to bring the Walker Hotel and Convention Center up to industry standards,each guest room was redecorated with new wallpaper,drapes,carpeting,mattresses and sofas.Mallanie Simms,sales manager for the Center,has recommended that guest rooms be upgraded with the addition of wide desks,voice mail,fax machines and 24-hour room service.From the viewpoint of most business travelers,these changes would result in the creation of a(n):

Low-involvement buyers care mostly about:

A grain supplier to cattle farmers has developed a grain mixture 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. -If you were a sales rep for this enriched grain,how would you position it to cattle farmers relative to traditional grain?