Question: As this chapter notes, A sales proposal is sometimes like an iceberg. The customer sees the tip of the iceberg (price) but does not see

As this chapter notes, “A sales proposal is sometimes like an iceberg. The customer sees the tip of the iceberg (price) but does not see the value-added features below the surface.”

List the value-added components to the product or service that reflect and reinforce the prospects’ perceptions of price and value.

Step by Step Solution

★★★★★

3.38 Rating (142 Votes )

There are 3 Steps involved in it

1 Expert Approved Answer

Step: 1 Unlock

Certainly when crafting a sales proposal its crucial to emphasize not just the price but also the valueadded components that justify that price and en... View full answer

Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock

Step: 3 Unlock

Students Have Also Explored These Related Selling Today Partnering Questions!

Planning is one of the most important management functions in any business. A front office managers first step in planning should involve determine the departments goals. Planning also includes...

BACHELOR OF COMMUNITY SERVICES Assessment 1 (Trimester 3-2022) Week 6 INT204 Introduction to Management in Community Services Instructions to Students: Address the questions listed below. This is...

Although not due until the end of the class, it is important that you begin planning for this project early in the course. What are your initial thoughts about how you will approach this? Explain....

(1) Income Statement Referencing this week?s readings and lecture, address the following: ? What are the two causes of an increasing or decreasing sales number? ? Discuss all the reasons that might...

Please I have an article on which the questions come from. Please feel out the form appropriately. Please let me know if you can do a good job on this. I have similar exercise coming. Thanks ARTICLE...

student business plan project template. ( MGT 230) small business management MGT 230 small business management. 1 STUDENT BUSINESS PLAN PROJECT TEMPLATE Chapter 1 BUSINESS NAME What is the name of...

Read below and look around at your organization, whether your school or workplace. What three ideas can you come up with right away for possible innovations? How would your ideas, if implemented,...

Managerial Decision Making Six Decision Stages in Chapter 5 I. Identify and Diagnose the Problem Consider the following questions when identifying and diagnosing the problem: Is there a difference...

Tables 14.4.9 and 14.4.10 show basic computer results from a BoxJenkins analysis of yields on three-month U.S. Treasury bills each year from 1970 through 2009. a. What kind of process has been...

Doughton Bearings produces ball bearings for industrial equipment. In evaluating the financial data from the previous year, the accounting manager has determined that the companys unit sales price is...

These are used for non - payment purposes, such as performance bonds, guarantees, or other collateral: prepaid letters of credit. sight letters of credit. standby letters of credit. letters of credit.

=E* c. Take a few minutes to use a trial-and-error approach with the spreadsheet to develop your best guess for the optimal solution. What is the daily cost for your solution?

Describe three steps progressive marketers take to improve the quality of their prospecting effort.

Assume your college or university is considering replacing its mainframe computer. Its current mainframe computer is now 15 years old and has been creating problems for some time. The cost of a...

Assume your college or university is considering buying 100 new PCs for student labs throughout the campus. Describe who you think will be involved in the buying centre (by role), and what you think...

Find two examples of companies, products or organizations which display social responsibility: one which displays good social responsibility and one which displays poor social responsibility. For...

Cost of Production Report The debits to Work in ProcessRoasting Department for Morning Brew Coffee Company for August, together with information concerning production, are as follows: Work in...

What information does the payback period provide? Suppose you are evaluating a project with the expected future cash inflows shown in the following table. Your boss has asked you to calculate the...