Question 1

The increase in the number of products being introduced to the marketplace makes it easier for customers to assess what to buy and from whom.

Accepted Answer

A) True 
 B)False  False

Question 2

Discuss the advantages of having in-depth knowledge of your product.

Accepted Answer

A salesperson whose product knowledge is complete and accurate is better able to satisfy customers.This is without doubt the most important justification for becoming totally familiar with the products you sell.It is simply not possible to provide maximum assistance to potential customers without this information.Additional advantages to be gained from knowing your product include greater self-confidence,increased enthusiasm,improved ability to overcome objections,development of stronger selling appeals,and the preparation of more effective written sales proposals.

Question 3

A(n)________ is a transitional phrase that connects a statement of features with a statement of benefits.

Accepted Answer

bridge statement

Question 4

When customers ask,"What is the anticipated rate of return on this mutual fund?"they are requesting product information from the category of:

Accepted Answer

A) performance data 
B) product design 
C) manufacturing process 
D) product application 
E) quality improvement 
A) performance data 
B) product design 
C) manufacturing process 
D) product application 
E) quality improvement

Question 5

The written proposal is best described as a(n):

Accepted Answer

A) government formality that customers do not read 
B) standardized document that highlights pricing 
C) opportunity to demonstrate writing skills 
D) plan of action based on facts and assumptions 
E) analysis of competing products and services 
A) government formality that customers do not read 
B) standardized document that highlights pricing 
C) opportunity to demonstrate writing skills 
D) plan of action based on facts and assumptions 
E) analysis of competing products and services

Question 6

Which of the following is an example of a bridge statement?

Accepted Answer

A) "You will get good gas mileage when you buy this car." 
B) "These are the finest fund-raising donuts you can buy." 
C) "This hotel has 24-hour room service and free parking." 
D) "Buy one,get one at half price." 
E) "We have trained technicians,so you will experience less downtime." 
A) "You will get good gas mileage when you buy this car." 
B) "These are the finest fund-raising donuts you can buy." 
C) "This hotel has 24-hour room service and free parking." 
D) "Buy one,get one at half price." 
E) "We have trained technicians,so you will experience less downtime."

Question 7

Customized service agreements add value to a sale by:

Accepted Answer

A) allowing salespeople to charge more money for features that are usually free 
B) requiring salespeople to spend more time with customers 
C) convincing customers to spend more money on longer terms 
D) incorporating the customer's special priorities,feelings,and needs 
E) requiring that customers trust salespeople to keep their verbal promises 
A) allowing salespeople to charge more money for features that are usually free 
B) requiring salespeople to spend more time with customers 
C) convincing customers to spend more money on longer terms 
D) incorporating the customer's special priorities,feelings,and needs 
E) requiring that customers trust salespeople to keep their verbal promises

Question 8

The primary benefit of providing online product information to salespeople is that the information:

Accepted Answer

A) allows software integration 
B) builds customer relationships 
C) highlights product benefits 
D) can be accessed at any time 
E) can be redesigned easily 
A) allows software integration 
B) builds customer relationships 
C) highlights product benefits 
D) can be accessed at any time 
E) can be redesigned easily

Question 9

Which of the following statements regarding general and specific benefits is most likely true?

Accepted Answer

A) Benefit statements linked to explicit needs are not especially effective for complex sales. 
B) A feature statement is general,but any benefit is specific when presented as an advantage. 
C) A general benefit is a product feature for which the buyer has not expressed a need. 
D) Experienced salespeople focus on bringing attention to a product's general benefits. 
E) Highlighting as many general benefits as possible during a presentation tends to lead to a sale. 
A) Benefit statements linked to explicit needs are not especially effective for complex sales. 
B) A feature statement is general,but any benefit is specific when presented as an advantage. 
C) A general benefit is a product feature for which the buyer has not expressed a need. 
D) Experienced salespeople focus on bringing attention to a product's general benefits. 
E) Highlighting as many general benefits as possible during a presentation tends to lead to a sale.

Question 10

Using the pronouns"you"and"your"in a sales letter:

Accepted Answer

A) assumes the customer will definitely buy 
B) conveys an informal tone 
C) keeps the focus on the customer 
D) should be avoided if possible 
E) follows standard business letter format 
A) assumes the customer will definitely buy 
B) conveys an informal tone 
C) keeps the focus on the customer 
D) should be avoided if possible 
E) follows standard business letter format

Question 11

Which of the following statements about sources of product knowledge is most likely true?

Accepted Answer

A) Company product literature is of less value to salespeople than it is to customers. 
B) The best source of information on the product is the director of sales. 
C) Plant tours would be of little value to people in retail and service selling. 
D) A salesperson cannot really understand the product until spending time on the manufacturing line producing it. 
E) Examining and using the product can give a salesperson in-depth knowledge of its features. 
A) Company product literature is of less value to salespeople than it is to customers. 
B) The best source of information on the product is the director of sales. 
C) Plant tours would be of little value to people in retail and service selling. 
D) A salesperson cannot really understand the product until spending time on the manufacturing line producing it. 
E) Examining and using the product can give a salesperson in-depth knowledge of its features.

Question 12

The product selection process is often referred to as product configuration.

Accepted Answer

A) True 
 B)False

Question 13

The customer who asks,"How many miles per gallon does the Honda CRV get?"is requesting a type of product knowledge known as ________.

Accepted Answer

The answer of The customer who asks,"How many miles per...

Question 14

A general benefit shows how a feature can be helpful to a buyer,but it does not relate to a specific need expressed by the buyer.

Accepted Answer

A) True 
 B)False

Question 15

Sean,a ShipNow salesperson,has a meeting scheduled with Zippy Shoes,an online shoe retailer that ships hundreds of packages each day. Sean is in the process of developing a written proposal that will be included with his sales presentation. Which of the following should most likely be addressed in the"Objective"part of the proposal?

Accepted Answer

A) how using ShipNow will benefit Zippy Shoes 
B) when ShipNow will create value for Zippy Shoes 
C) how ShipNow will fulfill obligations to Zippy Shoes 
D) which ShipNow features will be available to Zippy Shoes 
E) where ShipNow will be able to ship products for Zippy Shoes 
A) how using ShipNow will benefit Zippy Shoes 
B) when ShipNow will create value for Zippy Shoes 
C) how ShipNow will fulfill obligations to Zippy Shoes 
D) which ShipNow features will be available to Zippy Shoes 
E) where ShipNow will be able to ship products for Zippy Shoes

Question 16

The speed rating assigned to a motorcycle tire is an example of product:

Accepted Answer

A) qualities 
B) applications 
C) features 
D) benefits 
E) design 
A) qualities 
B) applications 
C) features 
D) benefits 
E) design

Question 17

The"invisible"customer who receives a salesperson's written proposal should most likely be considered a(n):

Accepted Answer

A) ideal customer 
B) current customer 
C) neutral party 
D) competing salesperson 
E) decision maker 
A) ideal customer 
B) current customer 
C) neutral party 
D) competing salesperson 
E) decision maker

Question 18

Clyde, the owner of Quick-Clean, a laundromat, notices that the laundromat across the street, E-Z Clean, offers free pick-up and delivery of laundry from Monday to Friday, 9:00 a.m. to 5:00 p.m. Clyde has observed that many Quick-Clean customers seem frazzled and overburdened both when they drop clothing off before work in the morning and when they pick up their clean laundry after work.
-Which of the following should Clyde most likely emphasize when developing marketing materials for Quick-Clean?

Accepted Answer

A) environmental impact of Quick-Clean and E-Z Clean washing machines 
B) negative aspects of E-Z Clean services in comparison to Quick-Clean 
C) benefits to customers of using Quick-Clean 
D) statistical data about Quick-Clean sales 
E) features offered by Quick-Clean 
A) environmental impact of Quick-Clean and E-Z Clean washing machines 
B) negative aspects of E-Z Clean services in comparison to Quick-Clean 
C) benefits to customers of using Quick-Clean 
D) statistical data about Quick-Clean sales 
E) features offered by Quick-Clean

Question 19

One way to neutralize a competitor's proposal that beats your price or terms is by employing a value-added approach.

Accepted Answer

A) True 
 B)False

Question 20

List the seven sources of product information available to salespeople.

Accepted Answer

1.web-based catalogs and other

The increase in the number of products being introduced to the marketplace makes it easier for customers to assess what to buy and from whom.

Discuss the advantages of having in-depth knowledge of your product.

A(n)________ is a transitional phrase that connects a statement of features with a statement of benefits.

When customers ask,"What is the anticipated rate of return on this mutual fund?"they are requesting product information from the category of:

The written proposal is best described as a(n):

Which of the following is an example of a bridge statement?

Customized service agreements add value to a sale by:

The primary benefit of providing online product information to salespeople is that the information:

Which of the following statements regarding general and specific benefits is most likely true?

Using the pronouns"you"and"your"in a sales letter:

Which of the following statements about sources of product knowledge is most likely true?

The product selection process is often referred to as product configuration.

The customer who asks,"How many miles per gallon does the Honda CRV get?"is requesting a type of product knowledge known as ________.

A general benefit shows how a feature can be helpful to a buyer,but it does not relate to a specific need expressed by the buyer.

The speed rating assigned to a motorcycle tire is an example of product:

The"invisible"customer who receives a salesperson's written proposal should most likely be considered a(n):

One way to neutralize a competitor's proposal that beats your price or terms is by employing a value-added approach.

List the seven sources of product information available to salespeople.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 6: Creating Product Solutions

The increase in the number of products being introduced to the marketplace makes it easier for customers to assess what to buy and from whom.

Discuss the advantages of having in-depth knowledge of your product.

A(n)________ is a transitional phrase that connects a statement of features with a statement of benefits.

When customers ask,"What is the anticipated rate of return on this mutual fund?"they are requesting product information from the category of:

The written proposal is best described as a(n):

Which of the following is an example of a bridge statement?

Customized service agreements add value to a sale by:

The primary benefit of providing online product information to salespeople is that the information:

Which of the following statements regarding general and specific benefits is most likely true?

Using the pronouns"you"and"your"in a sales letter:

Which of the following statements about sources of product knowledge is most likely true?

The product selection process is often referred to as product configuration.

The customer who asks,"How many miles per gallon does the Honda CRV get?"is requesting a type of product knowledge known as ________.

A general benefit shows how a feature can be helpful to a buyer,but it does not relate to a specific need expressed by the buyer.

The speed rating assigned to a motorcycle tire is an example of product:

The"invisible"customer who receives a salesperson's written proposal should most likely be considered a(n):

One way to neutralize a competitor's proposal that beats your price or terms is by employing a value-added approach.

List the seven sources of product information available to salespeople.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters