Long-term success in todays dynamic global economy requires the continuous positioning and repositioning of products.

1 Describe the difference between a generic product and a value-added product.

2 What is the relationship between value-added selling strategies and the cluster of product- selling satisfaction?

3 Read the Selling in Action feature titled How Do Customers Judge Service Quality? on the book Selling Today: International Version, 13th edition. Pearson Education International: New Jersey. How might this information help a salesperson who wants to adopt the value-added selling strategy?

4 Customers prefer to pay a bit more to get reliable service. Discuss. The greatest challenge to salespeople in the age of information is to understand realized and unrealized needs and improve responsiveness to customers. This is especially true because many of todays customers no longer care where or from whom they buy. They are a new generation of aggressive, Internet-empowered customers.

5 How will the selling approach differ in case of a transactional buyer, consultative buyer and strategic alliance buyer?

6 Describe the four group influences that affect buyer behavior.