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 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?

When developing a product strategy,the salesperson must:

In terms of product knowledge,salespeople:

Salespeople who can develop a sales proposal that contains specific information about the return on investment are more likely to get a favorable response from key decision makers.

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. -Which of the following should Clyde most likely emphasize when developing marketing materials for Quick-Clean?

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

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?