Question 1

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

Accepted Answer

Organizati

Question 2

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 ride-alongs?

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 3

When developing a product strategy,the salesperson must:

Accepted Answer

A)  review information on consumer motivation 
B)  adopt the marketing concept 
C)  adopt the sure-win philosophy 
D)  consider price above other aspects of the product 
E)  use feature-benefit analysis 
A)  review information on consumer motivation 
B)  adopt the marketing concept 
C)  adopt the sure-win philosophy 
D)  consider price above other aspects of the product 
E)  use feature-benefit analysis

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

The product selection process is often referred to as ________.

Accepted Answer

product co

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

The customer who asks,"How many miles per gallon does the Honda CRV get?" is requesting a type of product knowledge known as ________.

Accepted Answer

The answer of The customer who asks,"How many miles per...

Question 9

The written proposal is best described as a(n):

Accepted Answer

A)  government formality that customers do not read 
B)  standardized document that highlights pricing 
C)  opportunity to demonstrate writing skills 
D)  plan of action based on facts and assumptions 
E)  analysis of competing products and services 
A)  government formality that customers do not read 
B)  standardized document that highlights pricing 
C)  opportunity to demonstrate writing skills 
D)  plan of action based on facts and assumptions 
E)  analysis of competing products and services

Question 10

When customers ask,"What is the anticipated rate of return on this mutual fund?" they are requesting product information from the category of:

Accepted Answer

A)  performance data 
B)  product design 
C)  manufacturing process 
D)  product application 
E)  quality improvement 
A)  performance data 
B)  product design 
C)  manufacturing process 
D)  product application 
E)  quality improvement

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)  Sales letters should use the same format as an email. 
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 email. 
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 14

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

Accepted Answer

A)  data mining 
B)  quality control 
C)  solution selling 
D)  feature dumping 
E)  product configuration 
A)  data mining 
B)  quality control 
C)  solution selling 
D)  feature dumping 
E)  product configuration

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.
-Sean,a ShipNow salesperson,has a meeting scheduled with Zippy Shoes,an online shoe retailer that ships hundreds of packages each day.Sean is in the process of developing a written proposal that will be included with his sales presentation.Which of the following should most likely be addressed in the "Objective" component of the proposal?

Accepted Answer

A)  how using ShipNow will benefit Zippy Shoes 
B)  when ShipNow will create value for Zippy Shoes 
C)  how ShipNow will fulfill obligations to Zippy Shoes 
D)  which ShipNow features will be available to Zippy Shoes 
E)  where ShipNow will be able to ship products for Zippy Shoes 
A)  how using ShipNow will benefit Zippy Shoes 
B)  when ShipNow will create value for Zippy Shoes 
C)  how ShipNow will fulfill obligations to Zippy Shoes 
D)  which ShipNow features will be available to Zippy Shoes 
E)  where ShipNow will be able to ship products for Zippy Shoes

Question 16

The speed rating assigned to a motorcycle tire is an example of product:

Accepted Answer

A)  qualities 
B)  applications 
C)  features 
D)  benefits 
E)  design 
A)  qualities 
B)  applications 
C)  features 
D)  benefits 
E)  design

Question 17

Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales.List each one.

Accepted Answer

1.Become a product e

Question 18

A(n)________ is a transitional phrase that connects a statement of features with a statement of benefits.

Accepted Answer

The answer of A(n)________ is a transitional phrase that connects...

Question 19

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:

Accepted Answer

A)  customers' business plans 
B)  competitor companies' products and pricing 
C)  management's five-year plan 
D)  the history of the lumber industry 
E)  the close rates of other sales reps in the company 
A)  customers' business plans 
B)  competitor companies' products and pricing 
C)  management's five-year plan 
D)  the history of the lumber industry 
E)  the close rates of other sales reps in the company

Question 20

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.
-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

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

When developing a product strategy,the salesperson must:

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

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

The product selection process is often referred to as ________.

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

The customer who asks,"How many miles per gallon does the Honda CRV get?" is requesting a type of product knowledge known as ________.

The written proposal is best described as a(n):

When customers ask,"What is the anticipated rate of return on this mutual fund?" they are requesting product information from the category of:

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

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

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

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

The speed rating assigned to a motorcycle tire is an example of product:

Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales.List each one.

A(n)________ is a transitional phrase that connects a statement of features with a statement of benefits.

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. -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

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

When developing a product strategy,the salesperson must:

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

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

The product selection process is often referred to as ________.

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

The customer who asks,"How many miles per gallon does the Honda CRV get?" is requesting a type of product knowledge known as ________.

The written proposal is best described as a(n):

When customers ask,"What is the anticipated rate of return on this mutual fund?" they are requesting product information from the category of:

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

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

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

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

The speed rating assigned to a motorcycle tire is an example of product:

Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales.List each one.

A(n)________ is a transitional phrase that connects a statement of features with a statement of benefits.

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. -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