MKTG 430: CLASS ASSIGNMENT 2

Read the Chapter 6 and answer the questions

1. In our Consultative-Strategic Selling Model, define the term “Product Strategy” as explained in Chapter 6?

2. What can a sales personnel do in order to become a person with Product Expertise in the product/s they are selling?

3. Briefly explain the term “Product Configuration”.

4. Explain the difference between a feature and a benefit of a product. Support your answer with an example.

5. What is a bridge statement? Support your answer with an example that is different from the ones illustrated by your Professor in Chapter 6.

6. List out the common sources of Product Information as described in this lecture.