Question 1

The goal of selling strategies for new and emerging products is to:

Accepted Answer

A)  encourage current customers to rebuy 
B)  build desire for the product 
C)  create customer relationships 
D)  sell more units at a lower price 
E)  maintain consumer buying habits 
A)  encourage current customers to rebuy 
B)  build desire for the product 
C)  create customer relationships 
D)  sell more units at a lower price 
E)  maintain consumer buying habits

Question 2

Potential products are more likely to be developed by salespeople who regularly interact with customers.

Accepted Answer

A) True 
 B)False

Question 3

In recent years, the "fax attack" model of car shopping has become popular. In a "fax attack," a customer sends a fax to every car dealership within a certain radius listing the make and features of the car they would like, along with the price they are willing to pay, and asks dealerships that will match that price to contact the customer. In essence, the customers set both the features and the price for the car. McCall Automotive has experienced a sharp increase in the number of fax attacks, and Phil, the sales manager, is seeking methods for addressing the situation. Phil is also concerned about the dealership's positioning strategies and market share.
-How could Phil best respond to a "fax attack" and differentiate McCall Automotive positively from other dealerships?

Accepted Answer

A)  Phil could respond to the fax with brief answers to all of the customer's questions. 
B)  Phil could develop value-added solutions for the customer by building a relationship. 
C)  Phil could refer the customer to other dealerships that typically have lower car prices. 
D)  Phil could steer the customer to more expensive cars that have better safety records. 
E)  Phil could refuse to match the fax attack price because quality cars demand high prices. 
A)  Phil could respond to the fax with brief answers to all of the customer's questions. 
B)  Phil could develop value-added solutions for the customer by building a relationship. 
C)  Phil could refer the customer to other dealerships that typically have lower car prices. 
D)  Phil could steer the customer to more expensive cars that have better safety records. 
E)  Phil could refuse to match the fax attack price because quality cars demand high prices.

Question 4

A grain supplier to cattle farmers has developed a new grain mixture, Green Grain, with nutritional additives that approximate the nutrient mixture in grass. Farmers who feed their cattle this enriched grain can sell beef and milk that taste similar to grass-fed beef and have many of the nutritional benefits to humans of grass-fed beef or dairy at a significantly lower production cost than actual grass-fed beef or dairy.
-Green Grain marketers have established a positioning plan that stresses low price.Salespeople are expected to use transactional selling tactics and offer discounts and allowances to farmers as needed.Which type of discount would most likely be given to a farmer who agrees to put the Green Grain logo on the side of his barn and Green Grain signs along the road near his farm?

Accepted Answer

A)  dealer allowance 
B)  trade discount 
C)  seasonal discount 
D)  promotional allowance 
E)  functional discount 
A)  dealer allowance 
B)  trade discount 
C)  seasonal discount 
D)  promotional allowance 
E)  functional discount

Question 5

Today's better educated and more demanding customers are seeking a(n)________ of satisfactions.

Accepted Answer

The answer of Today's better educated and more demanding customers...

Question 6

Salespeople have assumed an important and expanding role in differentiating products.

Accepted Answer

A) True 
 B)False

Question 7

Satisfactions can come from:

Accepted Answer

A)  research studies done on the product 
B)  the board of directors of the company 
C)  any company that makes a competing product 
D)  the customer who buys the product 
E)  the salesperson who sells the product 
A)  research studies done on the product 
B)  the board of directors of the company 
C)  any company that makes a competing product 
D)  the customer who buys the product 
E)  the salesperson who sells the product

The goal of selling strategies for new and emerging products is to:

Potential products are more likely to be developed by salespeople who regularly interact with customers.

Today's better educated and more demanding customers are seeking a(n)________ of satisfactions.

Salespeople have assumed an important and expanding role in differentiating products.

Satisfactions can come from:

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

Creating Product Solutions

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 7: Product-Selling Strategies That Add Value

The goal of selling strategies for new and emerging products is to:

Potential products are more likely to be developed by salespeople who regularly interact with customers.

Today's better educated and more demanding customers are seeking a(n)________ of satisfactions.

Salespeople have assumed an important and expanding role in differentiating products.

Satisfactions can come from:

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

Creating Product Solutions

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