Please use the attached textbook pages as the resource for all of the answers to these questions

Include Include In-text citation (Manning, Ahearne, & Reece, 2015)



Manning, G. L., Ahearne, M., & Reece, a. B. (2015). Selling Today: Partnering to Create Value, 13th Edition. Upper Saddle River, NJ: Pearson Education, Inc.

Complete and submit Chapter 6 Review Q’s # 6.1, 6.2, 6.6, 6.8, & 6.9

6.1 Provide a brief description of the term product strategy.

6.2 Distinguish between product features and buyer benefits.

6.6 Basic beliefs underlie the salesperson’s method of handling competition. What are four guidelines a salesperson should follow in developing basic beliefs in this area?

6.8 List and briefly describe the five parts included in most written sales proposals.

6.9 What are the most common sources of product information?

Complete and submit Chapter 7 Review Q’s # 7.1, 7.3, 7.6, 7.8, 7.9 & 7.11

7.1 Why has product differentiation become so important in sales and marketing?

7.3 Explain what is meant by positioning as a product.selling strategy. What is a value proposition?

7.6 Read the Selling in Action feature titled “How Do Customers Judge Service Quality?” on page_____ . How might this information help a salesperson who wants to adopt the value.added selling strategy?

7.8 What are the four possible products that make up the value.added product.selling concept?

7.9 Describe the difference between a generic product and a value.added product.

7.11 Is it true that selling products with a low.price strategy largely ignores customer satisfaction? Discuss.

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