What Does the Price/value Formula Indicate to a Salesperson

question 91

Multiple Choice

What does the price/value formula indicate to a salesperson?

• A)price is "variable"; the salesperson should adjust it to match the value
• B)given price is "fixed"; the only way to decrease costs is to increase the value the product provides the prospect
• C)prospects always look at the price as an issue and not the cost
• D)to a seller price and cost are identical
• E)avoid at all cost discussing price unless your product is the price-leader

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Definitions:

Stakeholders

Individuals or groups that have an interest or concern in the operations and decisions of a business or project.

Ethical Issue

A situation or problem that requires individuals or organizations to choose between alternatives that must be evaluated as right (ethical) or wrong (unethical).

Marketing Mix

A set of actionable marketing tools—product, price, place, and promotion—that a business uses to pursue its marketing objectives in the target market.

Outsourcing

The business practice of hiring a party outside a company to perform services or create goods that traditionally were performed in-house by the company's own employees.