Exam 6: Creating Product Solutions

Which term refers to the process by which a salesperson uncovers and clarifies a customer's problem,works with the customer to create a vision of how things could be better,and then develops a plan for implementing the vision?

In the field of personal selling,customers represent an important source of product information.

Customers can be a source of product and company information for salespeople because:

A problem a salesperson could run into with regard to knowing the product extensively is:

Many companies believe that salespeople should visit the manufacturing plant and see the production process firsthand.

Leading companies are aggressively automating their quotation management process.

When a salesperson figures out what the customer's problem is,works with the customer to create a vision of a solution,and then comes up with a plan to realize that vision,it is called:

Rob Fernández is a sales representative employed by Computer Resources,a computer supplier that develops customer solutions that combine computer hardware,software,installation,and training. When Rob brings together many parts of the company's product mix in order to develop a customized customer solution,this is referred to as:

The Whirlpool company most likely created a house filled with company products so that salespeople could:

The product selection process is often referred to as ________.

A salesperson should mention a competing product as soon as possible during the sales presentation to overcome objections.

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. -Clyde realizes that to improve sales he needs to fully understand the services and value offered by E-Z Clean and other laundromats in the area. Which of the following would be the LEAST useful resource for Clyde?

One way to neutralize a competitor's proposal is by adding ________ to your own proposal.

In terms of product knowledge,salespeople:

Give the definitions of a feature and a benefit.

A benefit is whatever provides the customer with personal advantage or gain.

When developing a product strategy,the salesperson must:

Salespeople who love their products,and possess vast product knowledge,sometimes overload their customers with product data that is neither wanted nor needed. Which term best describes this?

Prospects are likely to use past performance of a company to evaluate the quality of the current product offering.

Most written proposals include all of the following components EXCEPT a(n):