Question

H: Volume-we have maybe two or three locations where the volume is high enough to justify the expense. What are others experiencing? SEAN: We've got several, maybe four, that have standardized with us globally and another group of about two dozen that use us in the United States or Europe. How does that sound? SARAH: Intriguing, though we're not the same as others. SEAN: I know. That's why I'd like to set up a meeting with your supply chan team in the near future. But we'll probably also need someone from logistics, right? there SARAH: Yes, I suppose we would. SEAN: Will I have your endorsement at the meeting? SARAH: We'll have to wait and see. I'll need some documentation on the figures you've given me, and I'd like to get that before we set up the meeting Questions 1. What form of closing did Sean use to gain Sarah's commitment to the idea? Was that appropriate? Why or why not? 2. List how you would attempt to obtain commitment using three other methods of your choice. Write out exactly what you would say for each method (and be sure to identify the method). 3. Although you have been shown only a portion of the conversation, evaluate Sean's performance in terms of the following: a. Selling benefits, not features. b. Using trial closes. c. Using communication aids to strengthen the presentation. d. Responding to objections. e. Attempting to gain commitment at the proper time. When Bob Starr began his job as a salesperson for Prodio, he thought it would be easy. After all, the service he sold saved clients thousands of dollars. "What we do- said Nancy Gordon, chief sales officer, "is verify all of the credentials a doctor or ealth care professional has when hired by a hospital or clinic. As it turns out. tary software solution in under 30 days." She gave him case all of the licenses a doctor has to carry, We s of more than $100,000 because of revenue that to he verified and another it can take up to six months to verify h our propriet

Answer 1

A product line extension is the use of an established product brand name for a new item in the same product category. Line extensions occur when a company introduces additional items in the same product category under the same brand name such as new flavors, forms, colors, added ingredients, package sizes.

Product line extensions help companies identify and tend to the needs of refined target markets. If applied appropriately, their advantage within the intended market.

Practically, when brands apply a product extension strategy they can often benefit from the new addition or additions. This is as extending their product line enlarges their product portfolio and as a result provides the consumers with more variety to choose from. This is positive, as consumers tend to enjoy being able to have choice and through expanding a brands product line, the brand is providing this choice.

An advantage of extending company product lines is the likely rise in sales, demand and market share. Product line extension increases the amount of different products available to consumers, and through adding more products into the market it keeps consumers interested. This can be helpful in avoiding customer base loss.

Whereas, Product Modification refers to the improvement of the existing products by making necessary changes in the characteristics, nature, size, packing, etc. An adjustment made to an existing product, usually made for greater appeal or functionality. A modification may include a change to a product's shape, adding a feature or improving its performance. Often a product modification is accompanied by a change in packaging. Product Modification is an attempt by companies to extend the length of the Product Life Cycle by making small, or big changed to a product to keep customers interested in the product, or cause them to buy accessory items to keep the product popular.