Explain with examples, the concept of solution selling
What will be an ideal response?
Student answers will vary. Solution selling approaches buyers from a solutions-to-problems approach rather than a product-purchase approach. Three forms include:
1. solutions to enhance customer revenues, e.g., Hendrix UTD has used its sales consultants to help farmers deliver an incremental animal weight gain of 5 percent to 10 percent over competitors
2. solutions to decrease customer risks, e.g., ICI Explosives formulated a safer way to ship explosives for quarries
3. solutions to reduce customer costs, e.g., W.W. Grainger employees work at large customer facilities to reduce materials-management costs.
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The public relations function has become increasingly valuable in the international arena for the following reasons, except:
A) lack of sponsorship opportunities in many countries B) impact of terrorism and war has heightened sensitivities of many nations C) differences between cultures D) growing number of international firms
Which of the following is a challenge in which business marketers differ from consumer marketers?
A) understanding deep customer needs in new ways B) identifying new opportunities for organic business growth C) geographically concentrated buyers D) calculating better marketing performance and accountability metrics E) competing and growing in global markets, particularly China
Bicycle helmets have low immediate appeal, but they tend to benefit consumers in the long run. This indicates that a bicycle helmet is an example of a ________ product
A) salutary B) desirable C) pleasing D) durable E) aesthetic
Indirect materials costs are included in manufacturing overhead
Indicate whether the statement is true or false