Exam 7: Product-Selling Strategies That Add Value

In order to bring the Ryan Hotel and Convention Centre up to industry standards,each guest room was redecorated with new wallpaper,drapes,carpeting,mattresses and sofas.Annie Delia,sales manager for the Centre,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,this change would result in creation of a(n):

In the north american market,tomato ketchup could be classified as a:

It is difficult to build customer loyalty if you are selling only the expected product.

Ella has watched several products grow through the product life cycle.She has witnessed:

The potential product exists when salespeople offer the customer more than they expect.

Low involvement buyers care mostly for:

Generally speaking,as the product moves through the product life cycle,the prices tend to:

Delivering more than what a customer expects is providing them with:

"Unbundling" product features is a good strategy to use when the customer is not overly concerned with price.

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

When a price-conscious buyer has a low price buying strategy and does not see the value of some of the features,a good way to make a sale to such customers is to:

The three parts that make up the cluster of satisfactions concept are; the product itself,the company that makes it and the sales person who sells it.

When Brian sells his mature,well-established products,he characterizes the competitive environment as:

Most retailers will not allow food or beverages in their stores.Alive & Well offers free beverages to customers who visit it.This is an example of offering customers a(n)________ product.

When Julia tries to create the perception that her product is the highest quality product in her industry,she is engaging in:

In competitive markets,setting a product's price may be a firm's most complicated and important decision.

One option available to salespeople facing a buyer with a low-priced buying strategy is to ________ product features

Henri has worked with some products for several years.Over the life cycle of these products he has seen these products:

Offering customers a value-added product is a way of developing customer loyalty.

A complex product can be best positioned using a mass communication method such as advertising.