The Price-Value Formula

question 36

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.

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Definitions:

Zone

An area or stretch of land having a particular characteristic, purpose, or use, or subject to particular restrictions.

Common Diluents

Substances used to dilute a drug or agent, reducing its concentration without affecting its therapeutic action.

Injectable Medications

Medicines that are administered through a needle or syringe directly into the body's tissues, bypassing the digestive system.

Medication

Substances used to diagnose, treat, cure, or prevent disease, aiming to improve health conditions.