6-1 Provide a brief description of the term product strategy.

6-2 Distinguish between product features and buyer benefits.

6-3 What is “product configuration”? Provide an example of how this practice is used in the sale of commercial stereo equipment.

6-4 Review the Lexus statement of values and then identify the two items that you believe contribute the most to a salesperson’s career success.

6-5 Define the term organizational culture. How might this company information enhance a sales presentation?

6-6 Basic beliefs underlie the salesperson’s method of handling competition. What are four guidelines a salesperson should follow in developing basic beliefs in this area?

6-7 Explain what the customer’s expectations are concerning the salesperson’s attitude toward competition.

6-8 List and briefly describe the five parts included in most written sales proposals.

6-9 What are the most common sources of product information?