Which of the following statements about the price/value formula is true?
A) The price/value formula is used to deal with product objections.
B) Value within the price/value formula does not change.
C) Price refers to the total package of benefits.
D) Price divided by value equals cost.
E) The buyer is concerned only with price.

Question

Quizplus · Accepted Answer

Cost is calculated by dividing price by value. Value is what the prospect sees the product doing for them and/or their company. Value is the solution you provide to the buyer's problems with a money objection.

Which of the Following Statements About the Price/value Formula Is