The Price-Value Formula

Multiple Choice

The price-value formula:

A) tries to translate features into advantages and advantages into benefits.
B) is the answer to "your price is too high" objection.
C) is a description of the buyer's thinking process and an explanation of why price objection is heard so often.
D) connects cost, value, and price. Cost and price can vary but value cannot.
E) is generally used when the buyer is convinced that the buying the product is a good deal.