__________ Is the Number of Items Within a Product Line

question 17

Multiple Choice

__________ is the number of items within a product line.

• A) Brand equity
• B) Product line breadth
• C) Product line depth
• D) Product mix depth
• E) Product mix breadth
• Product line depth is the number of items in a product line. Firms make strategic decisions about the appropriate product line depth based on their resources and objectives.

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Definitions:

Multiple-Question Approach

A sales technique where various types of questions are used throughout the selling process to gather information, assess needs, and facilitate decision-making.

SPIN Approach

A strategic sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand a prospect's needs and propose solutions.

Second Category

Refers to a classification that is not the primary or main category, often used in organization, data sorting, or analysis.

Selling Process

A systematic approach to selling that includes steps such as prospecting, assessing needs, presenting the product, overcoming objections, and closing the sale.