Answered: Identify two situations in which you…

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Identify two situations in which you might use the premium approach. Why would that approach be effective in these situations?

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Step 1

In the premium approach, the salesperson offers free product samples or giveaway items to prospects and builds enthusiasm about the product or brand. The two situations in which one might use this approach are:

Situation 1: The premium approach might be used in car sales. The premium that might be offered along with the car is a set of tires or a year of free gas fill-ups.

Situation 2: The premium approach might be used by the salesperson working in a specialty food store. A sample product (food item) might be offered as a premium to customers.

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