Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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 3

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 4

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 5

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 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A salesperson whose product knowledge is

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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 10

With fewer products being introduced in the marketplace today,it is easier for customers to decide what to buy and who to buy it from.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  People do not buy benefits, they buy features. 
B)  A benefit provides the customer with a personal advantage. 
C)  Prospects usually display equal interest in features and benefits. 
D)  Product features and benefits are the same but presented differently to consumers. 
E)  Salespeople should avoid describing features and focus exclusively on product benefits. 
A)  People do not buy benefits, they buy features. 
B)  A benefit provides the customer with a personal advantage. 
C)  Prospects usually display equal interest in features and benefits. 
D)  Product features and benefits are the same but presented differently to consumers. 
E)  Salespeople should avoid describing features and focus exclusively on product benefits.

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.
-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 13

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?

Accepted Answer

A)  product development 
B)  quality control 
C)  field testing 
D)  solution selling 
E)  product configuration 
A)  product development 
B)  quality control 
C)  field testing 
D)  solution selling 
E)  product configuration

Question 14

Successful sales presentations convert product features into:

Accepted Answer

A)  closed sales 
B)  buyer benefits 
C)  product applications 
D)  selling appeals 
E)  research statistics 
A)  closed sales 
B)  buyer benefits 
C)  product applications 
D)  selling appeals 
E)  research statistics

Question 15

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, 9-5. 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.
-The other laundromat,E-Z Clean,offers free pick-up and delivery during a narrow time frame,which is most likely an example of:

Accepted Answer

A)  a product based on a company's resources, not customers' needs 
B)  a product based on industry information, not company resources 
C)  a product developed after trial and error 
D)  a customer-facing sales staff 
E)  a customer loyalty program 
A)  a product based on a company's resources, not customers' needs 
B)  a product based on industry information, not company resources 
C)  a product developed after trial and error 
D)  a customer-facing sales staff 
E)  a customer loyalty program

Question 16

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 17

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 18

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

Accepted Answer

A) True 
 B)False

Question 19

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, 9-5. 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 20

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 practice?

Accepted Answer

A)  product integration 
B)  win-win selling 
C)  customer overload 
D)  feature dumping 
E)  solution selling 
A)  product integration 
B)  win-win selling 
C)  customer overload 
D)  feature dumping 
E)  solution selling

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

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

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

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:

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

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

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

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

With fewer products being introduced in the marketplace today,it is easier for customers to decide what to buy and who to buy it from.

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

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?

Successful sales presentations convert product features into:

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

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

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

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 practice?

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

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

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

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

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:

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

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

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

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

With fewer products being introduced in the marketplace today,it is easier for customers to decide what to buy and who to buy it from.

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

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?

Successful sales presentations convert product features into:

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

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

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

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 practice?

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