Question 1

Throughout the sales presentation,it is usually best to:

Accepted Answer

A) describe the weakness of competing products 
B) discuss competing products even if you are unfamiliar with them 
C) avoid shifting attention away from your product to competing products 
D) refuse to answer any questions about competing products 
E) be proactive about discussing competing products 
A) describe the weakness of competing products 
B) discuss competing products even if you are unfamiliar with them 
C) avoid shifting attention away from your product to competing products 
D) refuse to answer any questions about competing products 
E) be proactive about discussing competing products

Question 2

Paula Hillison sells a line of copy machines that feature a"quick change"toner cartridge. The empty toner cartridge can be replaced quickly,without any mess,in a matter of seconds. Which of the following statements represents the most effective presentation of this feature?

Accepted Answer

A) "We have recently developed the only office copy machine that features a quick change toner cartridge." 
B) "After years of research and development,our engineers have developed a quick change toner cartridge." 
C) "If you purchase one of our copy machines,you will enjoy the benefits of a quick change toner cartridge." 
D) "All of our copy machines are equipped with a quick change toner cartridge,which means you no longer waste time replacing an empty toner cartridge." 
E) "We have set a new industry standard with the quick change toner cartridge." 
A) "We have recently developed the only office copy machine that features a quick change toner cartridge." 
B) "After years of research and development,our engineers have developed a quick change toner cartridge." 
C) "If you purchase one of our copy machines,you will enjoy the benefits of a quick change toner cartridge." 
D) "All of our copy machines are equipped with a quick change toner cartridge,which means you no longer waste time replacing an empty toner cartridge." 
E) "We have set a new industry standard with the quick change toner cartridge."

Question 3

Which of the following is NOT an example of performance data?

Accepted Answer

A) a list of product service centers available to customers 
B) the AHAM certification seal 
C) a label on a storm window that indicates the product's"R"value 
D) a window sticker on an automobile that lists the EPA gas mileage figures 
E) research sheets on server downtime and data transfer rates 
A) a list of product service centers available to customers 
B) the AHAM certification seal 
C) a label on a storm window that indicates the product's"R"value 
D) a window sticker on an automobile that lists the EPA gas mileage figures 
E) research sheets on server downtime and data transfer rates

Question 4

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 finds that the sales representatives do not have a strong product strategy. Without a proper product strategy,sales representatives are most likely unable to:

Accepted Answer

A) choose the correct products to sell to the customer 
B) develop a marketing campaign for a given product 
C) sell a product whether the customer needs it or not 
D) fulfill an order once it has been placed 
E) contact customers quickly 
A) choose the correct products to sell to the customer 
B) develop a marketing campaign for a given product 
C) sell a product whether the customer needs it or not 
D) fulfill an order once it has been placed 
E) contact customers quickly

Question 5

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.
-To increase the sales representatives' product knowledge,the sales director arranges for each of them to rotate through the product development department for a month to understand the way the chemicals are developed. What is another department they should rotate through to gain more product knowledge that will help them configure the right mix of products for customers?

Accepted Answer

A) customer service,so that they can learn how the chemicals are implemented and used by the customer 
B) logistics,so that they can understand how the products are delivered 
C) billing,so that they understand the problems that arise when customers do not pay promptly 
D) warehousing,so they can understand exactly how much room the chemicals take up in storage 
E) human resources,so they can understand what characteristics a successful salesperson should have 
A) customer service,so that they can learn how the chemicals are implemented and used by the customer 
B) logistics,so that they can understand how the products are delivered 
C) billing,so that they understand the problems that arise when customers do not pay promptly 
D) warehousing,so they can understand exactly how much room the chemicals take up in storage 
E) human resources,so they can understand what characteristics a successful salesperson should have

Question 6

Which of the following is most likely true of sales letters?

Accepted Answer

A) Sales letters should use the same format as an e-mail. 
B) Sales letters should minimize the use of white space. 
C) Most sales letters include not more than two paragraphs. 
D) Because a sales letter is an introduction,formal language is unnecessary. 
E) The use of the personal pronoun"I"should be minimized as much as possible. 
A) Sales letters should use the same format as an e-mail. 
B) Sales letters should minimize the use of white space. 
C) Most sales letters include not more than two paragraphs. 
D) Because a sales letter is an introduction,formal language is unnecessary. 
E) The use of the personal pronoun"I"should be minimized as much as possible.

Question 7

A product strategy involves becoming a product expert and configuring value-added solutions.

Accepted Answer

A) True 
 B)False

Question 8

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.
-ShipNow requires every new store salesperson to ride along on deliveries with drivers for two weeks before beginning the sales course necessary to be able to have contact with customers. What is the most likely purpose of the ridealongs?

Accepted Answer

A) to enable the salesperson to empathize with drivers 
B) to assign a mentor to provide support to the salesperson 
C) to help the driver with deliveries during the rushed holiday season 
D) to give the salesperson in-depth knowledge of the delivery process 
E) to provide a trial period to determine if the salesperson will be a good employee 
A) to enable the salesperson to empathize with drivers 
B) to assign a mentor to provide support to the salesperson 
C) to help the driver with deliveries during the rushed holiday season 
D) to give the salesperson in-depth knowledge of the delivery process 
E) to provide a trial period to determine if the salesperson will be a good employee

Question 9

________ refers to the distinct norms,beliefs,behaviors,and work patterns of a company.

Accepted Answer

Organizati

Question 10

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 sales director discovers that salespeople have been discussing competitors in an effort to introduce doubt about competing products to prospects. Why has this backfired?

Accepted Answer

A) Discussing competitors makes the prospects wonder why the salespeople are so interested,and the prospects do research on the competitors. 
B) Prospects assume that the salespeople must be representing the competing companies,so they send their orders in to the incorrect companies. 
C) The insecurity that leads the salespeople to discuss their competitors with prospects also prevents the salespeople from asking for the sale. 
D) Prospects cannot understand the nuances of the competing features of the products until they have used both products. 
E) Salespeople are inadvertently discussing the benefits of competing products instead of the ways in which they fall short of their own products. 
A) Discussing competitors makes the prospects wonder why the salespeople are so interested,and the prospects do research on the competitors. 
B) Prospects assume that the salespeople must be representing the competing companies,so they send their orders in to the incorrect companies. 
C) The insecurity that leads the salespeople to discuss their competitors with prospects also prevents the salespeople from asking for the sale. 
D) Prospects cannot understand the nuances of the competing features of the products until they have used both products. 
E) Salespeople are inadvertently discussing the benefits of competing products instead of the ways in which they fall short of their own products.

Question 11

Given Clyde's observations about his customers,which of the following would be the best product configuration to increase business at Quick-Clean?

Accepted Answer

A) offering extended hours and free pick-up and delivery of laundry 
B) training employees to fold clothes in a distinctive pattern 
C) using bags labeled with the laundromat logo and address 
D) using floral-scented laundry detergent on all orders 
E) hiring workers with extensive laundry experience 
A) offering extended hours and free pick-up and delivery of laundry 
B) training employees to fold clothes in a distinctive pattern 
C) using bags labeled with the laundromat logo and address 
D) using floral-scented laundry detergent on all orders 
E) hiring workers with extensive laundry experience

Question 12

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 sales director and consulting team discuss changing the entire sales model for the company by terminating the sales representatives and allowing customers to order on their own from the company website. What is the best argument against this plan?

Accepted Answer

A) The sales representatives rely on the income they receive from their jobs. 
B) The products are complex and frequently require product configurations. 
C) The company will need to alter its strategy to one based on e-commerce. 
D) The products require quotation management systems for tax purposes. 
E) A request for proposal is required for all government sales. 
A) The sales representatives rely on the income they receive from their jobs. 
B) The products are complex and frequently require product configurations. 
C) The company will need to alter its strategy to one based on e-commerce. 
D) The products require quotation management systems for tax purposes. 
E) A request for proposal is required for all government sales.

Question 13

A manufacturer tests,modifies,and retests an original idea several times before offering it to the consumer. This process is called:

Accepted Answer

A) data mining 
B) product development 
C) product application 
D) manufacturing analysis 
E) product configuration 
A) data mining 
B) product development 
C) product application 
D) manufacturing analysis 
E) product configuration

Question 14

Quotation management software enables firms to prepare written proposals that comply with federal RFP guidelines.

Accepted Answer

A) True 
 B)False

Question 15

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.
-The ShipNow salesperson's job is most likely to:

Accepted Answer

A) convince the customer into shipping everything with ShipNow 
B) provide a solution for the customer's complex shipping needs 
C) explain the packaging features offered by ShipNow 
D) describe the many services offered by ShipNow 
E) build rapport with the customer 
A) convince the customer into shipping everything with ShipNow 
B) provide a solution for the customer's complex shipping needs 
C) explain the packaging features offered by ShipNow 
D) describe the many services offered by ShipNow 
E) build rapport with the customer

Question 16

In a sales presentation,your knowledge of the product's features and your company's strengths must be presented in terms of the resulting ________ to the buyer.

Accepted Answer

The answer of In a sales presentation,your knowledge of the...

Question 17

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.
-What service could Clyde most likely offer to eliminate stress for his customers that his competitor does not offer?

Accepted Answer

A) free fabric softener on any drop-off order 
B) free pick-up and delivery Monday to Friday from 9 a.m. to 5 p.m. 
C) free pick-up and delivery seven days a week from 6 a.m. to 11 p.m. 
D) drop-off and pick-up of laundry only on weekends,when customers are not as stressed 
E) keeping the laundromat open 24 hours a day 
A) free fabric softener on any drop-off order 
B) free pick-up and delivery Monday to Friday from 9 a.m. to 5 p.m. 
C) free pick-up and delivery seven days a week from 6 a.m. to 11 p.m. 
D) drop-off and pick-up of laundry only on weekends,when customers are not as stressed 
E) keeping the laundromat open 24 hours a day

Question 18

What should the salesperson focus on to differentiate ShipNow's product from other shipping services?

Accepted Answer

A) varying shipping speeds available to ShipNow customers 
B) ShipNow's lower than average prices for equally fast shipping speeds 
C) ShipNow's Internet tracking of packages through the company Website 
D) auxiliary products that ShipNow sells,like boxes,envelopes,and packing tape 
E) the added value the salesperson creates by making the shipping process easy for the customer 
A) varying shipping speeds available to ShipNow customers 
B) ShipNow's lower than average prices for equally fast shipping speeds 
C) ShipNow's Internet tracking of packages through the company Website 
D) auxiliary products that ShipNow sells,like boxes,envelopes,and packing tape 
E) the added value the salesperson creates by making the shipping process easy for the customer

Throughout the sales presentation,it is usually best to:

Paula Hillison sells a line of copy machines that feature a"quick change"toner cartridge. The empty toner cartridge can be replaced quickly,without any mess,in a matter of seconds. Which of the following statements represents the most effective presentation of this feature?

Which of the following is NOT an example of performance data?

Which of the following is most likely true of sales letters?

A product strategy involves becoming a product expert and configuring value-added solutions.

________ refers to the distinct norms,beliefs,behaviors,and work patterns of a company.

Given Clyde's observations about his customers,which of the following would be the best product configuration to increase business at Quick-Clean?

A manufacturer tests,modifies,and retests an original idea several times before offering it to the consumer. This process is called:

Quotation management software enables firms to prepare written proposals that comply with federal RFP guidelines.

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. -The ShipNow salesperson's job is most likely to:

In a sales presentation,your knowledge of the product's features and your company's strengths must be presented in terms of the resulting ________ to the buyer.

What should the salesperson focus on to differentiate ShipNow's product from other shipping services?

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

Throughout the sales presentation,it is usually best to:

Paula Hillison sells a line of copy machines that feature a"quick change"toner cartridge. The empty toner cartridge can be replaced quickly,without any mess,in a matter of seconds. Which of the following statements represents the most effective presentation of this feature?

Which of the following is NOT an example of performance data?

Which of the following is most likely true of sales letters?

A product strategy involves becoming a product expert and configuring value-added solutions.

________ refers to the distinct norms,beliefs,behaviors,and work patterns of a company.

Given Clyde's observations about his customers,which of the following would be the best product configuration to increase business at Quick-Clean?

A manufacturer tests,modifies,and retests an original idea several times before offering it to the consumer. This process is called:

Quotation management software enables firms to prepare written proposals that comply with federal RFP guidelines.

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. -The ShipNow salesperson's job is most likely to:

In a sales presentation,your knowledge of the product's features and your company's strengths must be presented in terms of the resulting ________ to the buyer.

What should the salesperson focus on to differentiate ShipNow's product from other shipping services?

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