Question 1

Matching
-Good craftsmanship

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit B

Question 2

Matching
-Helps you achieve a professional look at the office

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit A

Question 3

Matching
-Data dump

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit M

Question 4

Which of the following statements about product knowledge is true?

Accepted Answer

A)  Knowledge of one's product or service is not important in all areas of professional selling. 
B)  Research conducted by Whirlpool Corp. indicates that product knowledge received the least attention by firms in the study. 
C)  Complexity and variety of products available and the increasing number of new products complicate the buying process. 
D)  Respondents to a Learning International study felt that training should stress company history over any other area. 
E)  Rutger's Group believes that all employee's should be able to pass a test on product knowledge before interfacing with the customer. 
A)  Knowledge of one's product or service is not important in all areas of professional selling. 
B)  Research conducted by Whirlpool Corp. indicates that product knowledge received the least attention by firms in the study. 
C)  Complexity and variety of products available and the increasing number of new products complicate the buying process. 
D)  Respondents to a Learning International study felt that training should stress company history over any other area. 
E)  Rutger's Group believes that all employee's should be able to pass a test on product knowledge before interfacing with the customer.

Question 5

Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge. The empty 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)  "After years of research and development, our engineers developed the quick change toner cartridge." 
B)  "Our copy machines are better than the ones made by competition." 
C)  "If you purchase one of our copy machines, you will enjoy the benefits of a quick change toner cartridge." 
D)  "We have recently developed the only office copy machine that features a quick change toner cartridge." 
E)  "All of our copy machines are equipped with the quick change toner cartridge which means you no longer waste time replacing an empty toner cartridge." 
A)  "After years of research and development, our engineers developed the quick change toner cartridge." 
B)  "Our copy machines are better than the ones made by competition." 
C)  "If you purchase one of our copy machines, you will enjoy the benefits of a quick change toner cartridge." 
D)  "We have recently developed the only office copy machine that features a quick change toner cartridge." 
E)  "All of our copy machines are equipped with the quick change toner cartridge which means you no longer waste time replacing an empty toner cartridge."

Question 6

Matching
-""In the store, we sell hope"". Hope refers to

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 7

Matching
-product selection process

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 8

Matching
-Converting features to benefits

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 9

Matching
-""We inspect all our garments individually so that you are assured of getting highest quality of product""

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 10

Matching
-""We are in business for our customers""

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 11

Matching
-Calculating return-on-investment (ROI)

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 12

Matching
-Certified service technicians

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 13

Matching
-ISO 9002

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 14

Matching
-Which will provide you with...

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 15

Matching
-Ability of service personnel to keep purchased equipment in top running condition, which means less downtime and higher profits

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 16

Matching
-Challenge facing customers in information age

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 17

Matching
-Which means to you ...

Accepted Answer

A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit 
A)  product benefit 
B)  product feature 
C)  company feature 
D)  company feature or company benefit 
E)  bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Matching -Good craftsmanship

Matching -Helps you achieve a professional look at the office

Matching -Data dump

Which of the following statements about product knowledge is true?

Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge. The empty 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?

Matching -""In the store, we sell hope"". Hope refers to

Matching -product selection process

Matching -Converting features to benefits

Matching -""We inspect all our garments individually so that you are assured of getting highest quality of product""

Matching -""We are in business for our customers""

Matching -Calculating return-on-investment (ROI)

Matching -Certified service technicians

Matching -ISO 9002

Matching -Which will provide you with...

Matching -Ability of service personnel to keep purchased equipment in top running condition, which means less downtime and higher profits

Matching -Challenge facing customers in information age

Matching -Which means to you ...

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Filters

Exam 6: Creating Product Solutions

Matching -Good craftsmanship

Matching -Helps you achieve a professional look at the office

Matching -Data dump

Which of the following statements about product knowledge is true?

Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge. The empty 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?

Matching -""In the store, we sell hope"". Hope refers to

Matching -product selection process

Matching -Converting features to benefits

Matching -""We inspect all our garments individually so that you are assured of getting highest quality of product""

Matching -""We are in business for our customers""

Matching -Calculating return-on-investment (ROI)

Matching -Certified service technicians

Matching -ISO 9002

Matching -Which will provide you with...

Matching -Ability of service personnel to keep purchased equipment in top running condition, which means less downtime and higher profits

Matching -Challenge facing customers in information age

Matching -Which means to you ...

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Filters