Exam 6: Creating Product Solutions

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:

Which of the following is an example of a bridge statement?

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

The primary benefit of providing online product information to salespeople is that the information:

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.

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

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. -Clyde realizes that to improve sales he needs to fully understand the services and value offered by E-Z Clean and other laundromats in the area.Which of the following would be the LEAST useful resource for Clyde?