What Does the Price/value Formula Indicates to a Sales Person

question 62

Multiple Choice

What does the price/value formula indicates to a sales person?

• A) use it to smoke out stalling objections
• B) given price is "fixed," the only way to decrease costs is to increase the value the product provides the prospect
• C) to handle objections in proper order, beginning with hidden objections and proceeding to price objections
• D) that 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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