List Four Reasons Why a Salesperson Should Carefully Plan His/her

question 4

Essay

List four reasons why a salesperson should carefully plan his/her sales call.

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Definitions:

Reference Value

The price or quality that consumers use as a benchmark to compare with the actual price or quality of a product they are considering.

Substitute Items

Products or services that can replace each other in usage or consumption, offering consumers alternatives based on preference, price, or availability.

Value Pricing

A pricing strategy in which the price set for a product or service is based on the benefits it provides to consumers, compared to the price of similar offerings.

Perceived Benefits

The advantages that consumers believe they will gain from a product or service, which influence their purchasing decisions.