________ Value Is the Price Customers Would Be Willing to Pay

question 112

Multiple Choice

________ value is the price customers would be willing to pay if they perfectly understood the benefits offered, while ________ value is what determines the price they are willing to pay.

• A)Objective; perceived
• B)Perceived; objective
• C)Objective; quantitative
• D)Perceived; real

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Definitions:

Windshield Wiper

A device used on vehicles to remove rain, snow, ice, and debris from the front windshield, thereby improving visibility.

Role Playing

A good technique for practicing the sales presentation prior to meeting with a customer; the salesperson acts out a simulated buying situation while a colleague or manager acts as the buyer.

Qualifying Potential

The process of assessing leads to determine their likelihood to become paying customers based on specific criteria.

B2B Salespeople

Individuals who specialize in selling products or services from one business to another rather than to individual consumers.