Exam 6: Creating Product Solutions

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?

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?

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

A general benefit shows how a feature can be helpful to a buyer,but it does not relate to a specific need expressed by the buyer.

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

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

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

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

Which of the following is a buyer benefit that could be used by a person selling automobile tires?

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

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

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

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 ________.

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:

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.

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?

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

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?

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