The Price-Value Formula

question 36

Multiple Choice

The price-value formula:

• A) tries to translate features into advantages and advantages into benefits.
• B) is the answer to "your price is too high" objection.
• C) is a description of the buyer's thinking process and an explanation of why price objection is heard so often.
• D) connects cost, value, and price. Cost and price can vary but value cannot.
• E) is generally used when the buyer is convinced that the buying the product is a good deal.

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Definitions:

Wholesaler

A person or company that sells goods in large quantities at low prices to retailers, rather than selling them directly to consumers.

Intermediaries

Entities that facilitate transactions or interactions between two or more parties in a supply chain, often involved in the distribution, wholesaling, and retailing of goods.

Retailers

Businesses or individuals that sell goods directly to consumers, acting as the final link in the supply chain from manufacturers to consumers.

Retailer

A business that sells products directly to consumers, offering products from one or several suppliers for sale to the end-user.