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
6.2 Distinguish between product features and buyer
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
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.