Exam 6: Creating Product Solutions

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 expects that price will be a significant barrier to closing the sale with Zippy Shoes.What should Sean most likely do to prepare for price objections?

A benefit is whatever provides the customer with personal advantage or gain.

Quantifying the solution can be performed with a cost-benefit analysis or with a(n):

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

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

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:

Plant tours do not represent a good source of product information.

Ray Fernández is a sales representative employed by Computer Resources,a computer supplier that develops customer solutions that combine computer hardware,software,installation,and training.When Ray brings together many parts of the company's product mix in order to develop a customized customer solution,this is referred to as:

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

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

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.

The product selection process is often referred to as ________.

The Whirlpool company most likely created a house filled with company products so that salespeople could:

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

Most written proposals include all of the following components EXCEPT a(n):

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?

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

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

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 sales director and consulting team discuss changing the entire sales model for the company by eliminating the sales representatives altogether and allowing customers to order on their own from the company Website.What is the best argument against this plan?