Please see attached screenshot for the problem. The book being referenced is: Se

Question

Please see attached screenshot for the problem. The book being referenced is: Selling Today (12th Edition) by authors - Michael Ahearne, Gerald L Manning, Barry L Reece. ISBN - 0132109867. Thanks!

Reference Chapters - 10, 11, 12, 13, 14

1. Consider that you are selling a line of toys that, because they are made overseas where labor costs are far lower, can be sold using a low-price strategy. If a buyer raises a price-based objection, what would you say to convince him that your price is appropriate? 2. Consider the same scenario as in question 1-that you are selling a line of toys that, because they are made overseas where labor costs are far lower, can be sold using a low-price strategy. If a buyer says, "You get what you pay for, and I don't want inferior foreign goods," what would you say to convince her that your products are of equal quality to those made in the United States?

Explanation / Answer

1. In this scenario what you can say to convince your customer is that the goods are way cheaper than they would get in the market and with same quality . This comparison with similar goods will be a good parameter to define the quality of your goods with lower cost . You can convince the buyers to buy your goods by telling them the difference between the inferior quality of goods that they could have bought at lower prices.

2. You can convince your customers by telling them that just because they are made by the labor that is cheap will not determine the quality of their work. They are selling those goods which the customers can buy at much higher price from other sellers at a very low cost. You can tell them that you are using low price strategy because you had to pay less for the labor and not because you are compromising on the quality if the toys. If there are certain standards to matched in order to prove the mettle of your quality you can do that as well to convince your customers.

Related Questions

Navigate

• Browse (All)
• Browse P
• Subjects

---

---

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.