Exam 6: Creating Product Solutions

A customer walks into a ShipNow location with four boxes and a document envelope, all going to different destinations in different amounts of time with different security and notification needs. -Sean,a ShipNow salesperson,has a meeting scheduled with Zippy Shoes,an online shoe retailer that ships hundreds of packages each day. Sean expects that price will be a significant barrier to closing the sale with Zippy Shoes. What should Sean most likely do to prepare for price objections?

Which term refers to measuring products and services against established standards?

A solution is a mutually shared answer to a recognized customer problem.

A collection of beliefs,behaviors and work patterns held in common by people employed by a specific firm is a(n):

Salespeople who can develop a sales proposal that contains specific information about the return on investment are more likely to get a favorable response from key decision makers.

Which of the following statements regarding product benefits is most likely true?

The other laundromat,E-Z Clean,offers free pick-up and delivery during a narrow time frame,which is most likely an example of:

Which of the following is a buyer benefit that could be used by a person selling automobile tires?

Plant tours do not represent a good source of product information.

Which of the following is a product benefit rather than a feature?

Before teaming up with another company,the strategic alliance buyer should learn about the firm the salesperson represents.

List the three steps to developing a product strategy.

Successful sales presentations convert product features into:

One of the best ways to present benefits is to use a bridge statement.

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with the closing rate of sales representatives relative to the number of prospects. The sales director commissioned a research company to analyze the numbers in the CRM system and conduct interviews with prospects who became customers as well as with prospects who did not buy from the company. He also hired a sales training consultant to analyze the sales representatives and the training they receive. -After analyzing information gathered from prospects who did not buy from the company,it becomes apparent that prospects felt that the sales representatives did not know about the full line of products they carried or understand their uses. The prospects most likely did not buy because they could not:

Quantifying a solution can be performed with a cost-benefit analysis or with a(n):

Decision-making authority in the area of pricing gives the salesperson more responsibility but less power because firms profit from all sales.

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with the closing rate of sales representatives relative to the number of prospects. The sales director commissioned a research company to analyze the numbers in the CRM system and conduct interviews with prospects who became customers as well as with prospects who did not buy from the company. He also hired a sales training consultant to analyze the sales representatives and the training they receive. -The training consultant feels that the sales representatives need to understand the entire market to put their customers' needs and buying motives in context. To understand the entire industry,the training consultant recommends that the sales representatives learn more about:

Product knowledge has been ranked the number one characteristic of salespeople who are able to build trust.

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