Product Positioning
Product Selling Model
Discounts
Product Dimensions
Current Events
100
This term involves those decisions and activities intended to create and maintain a certain concept of the firm's product in the customer's mind.
What is Positioning.
100
This meets and exceeds expectations and has better quality, larger selection
What is Today's Product.
100
This discount involves a lower price for high quantity or dollar amount purchased.
What is Quantity Discount.
100
This is a basic product you are selling and describes a product category such as hotels, MP3 players, or insurance.
What is Generic Product.
100
This famous annual awards night recently took place on Sunday night.
What are the Oscars.
200
This refers to your ability to separate yourself and your product from that of your competitors.
What is Differentiation.
200
This acts as a partner and is more trustworthy and knowledgeable.
What is Today's Salesperson.
200
This discount involves adjusting the price for the time of year.
What is a Seasonal Discount.
200
This product is everything that meets the customer’s minimal expectations beyond generic product.
What is Expected Product.
200
This internet search engine recently announced a major reorganization to happen this week.
What is Yahoo!
300
This is a set of benefits and values the company promises to deliver to customers to satisfy their needs.
What is Value Proposition.
300
This acts as a team to provide delivery, training, credit and service.
What is Today's Company.
300
This discount involves giving a special price linked to special promotion or advertising campaign.
What is a Promotional Allowance.
300
This product exists when a salesperson offers customers more than they expect.
What is Value-added Product.
300
This type of store recently offered former President Bush a greeter position.
What is hardware.
400
This department store chain based in Portland, Oregon, has positioned itself with upscale merchandise and a shopping experience that includes the personal touch.
What is Nordstroms.
400
This color ends in "urple"
What is Purple.
400
This type of discount is given to wholesalers for special services
What is a Trade Discount.
400
This product is what remains to be done, what is possible and anticipating customers’ future needs
What is Potential Product.
400
A woman from Connecticut was recently hospitalized after suffering an attack from this type of animal.
What is a chimp.
500
The stages a product goes through from the time it is first introduced to the market until it is discontinued.
What is Product Life Cycle.
500
This value-added product strategy is enhanced when salespeople analyze product, company, and salesperson attributes of the competition in relation to the benefits they offer. This information helps the salesperson create value within the sales process.
What is the Competitive Analysis Worksheet.
500
This discount option allows the salesperson to take away features in order to lower the overall price.
What is Unbundle.
500
A specific form of e-business such as buying and selling activities conducted on the internet. This makes it hard for salespeople (who are transaction selling only) to compete.
What is e-commerce (electronic commerce)
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