Question 1

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

Accepted Answer

A) reluctant marketing. 
B) performance data. 
C) product development. 
D) product application. 
E) manufacturing process. 
A) reluctant marketing. 
B) performance data. 
C) product development. 
D) product application. 
E) manufacturing process. C

Question 2

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

Accepted Answer

A) the EnerGuide verification label 
B) a label on a storm window that indicates the product's "R" value 
C) a window sticker on an automobile which lists the estimated fuel consumption 
D) a mutual fund with returns of about 28% on average over the last five years 
E) a list of product service centers available to customers 
A) the EnerGuide verification label 
B) a label on a storm window that indicates the product's "R" value 
C) a window sticker on an automobile which lists the estimated fuel consumption 
D) a mutual fund with returns of about 28% on average over the last five years 
E) a list of product service centers available to customers E

Question 3

When customers ask,"What is the estimated annual energy consumption for this model refrigerator?" they are requesting product information from the category of:

Accepted Answer

A) manufacturing process 
B) product application 
C) product design 
D) commodity exchange specifications 
E) performance data and specifications 
A) manufacturing process 
B) product application 
C) product design 
D) commodity exchange specifications 
E) performance data and specifications E

Question 4

Which behavior is appropriate when discussing the competition?

Accepted Answer

A) answering questions about the competition even if you are unsure so that you are perceived as helpful and knowledgeable 
B) saying "I don't know" if you are not sure about a specific question about the competition 
C) asking customers what their opinions are about the competition 
D) expressing your feelings about the competition 
E) voluntarily initiating a discussion about the competition 
A) answering questions about the competition even if you are unsure so that you are perceived as helpful and knowledgeable 
B) saying "I don't know" if you are not sure about a specific question about the competition 
C) asking customers what their opinions are about the competition 
D) expressing your feelings about the competition 
E) voluntarily initiating a discussion about the competition

Question 5

Sales people with excellent product knowledge are better able to build consumer trust.

Accepted Answer

A) True 
 B)False

Question 6

The best strategy to add value to the sale is by:

Accepted Answer

A) explaining how the product is superior to competitors' products. 
B) converting the features into benefits for the customer. 
C) discussing the extra features the product has over and above those needed by the customer. 
D) reducing the price of the product or discounting the product. 
E) they are all good ways to increase value. 
A) explaining how the product is superior to competitors' products. 
B) converting the features into benefits for the customer. 
C) discussing the extra features the product has over and above those needed by the customer. 
D) reducing the price of the product or discounting the product. 
E) they are all good ways to increase value.

Question 7

The _____________ magazine is a publication that tests products extensively and reports the findings in nontechnical language for the benefit of consumers.

Accepted Answer

The answer of The _____________ magazine is a publication that...

Question 8

Throughout the sales presentation,it is usually best to:

Accepted Answer

A) discuss the weakness of competing products. 
B) refuse to discuss competing products. 
C) avoid shifting the focus of attention away from your product to competing products. 
D) discuss competing products even if you are not familiar with these items. 
E) discuss the competing products first,to better position your product's strengths. 
A) discuss the weakness of competing products. 
B) refuse to discuss competing products. 
C) avoid shifting the focus of attention away from your product to competing products. 
D) discuss competing products even if you are not familiar with these items. 
E) discuss the competing products first,to better position your product's strengths.

Question 9

When it is suggested that the salesperson should become a product expert,it means he should gather knowledge about:

Accepted Answer

A) the competitor's products. 
B) the industry the company operates in. 
C) his company and its culture. 
D) the products of his company. 
E) all of the above 
A) the competitor's products. 
B) the industry the company operates in. 
C) his company and its culture. 
D) the products of his company. 
E) all of the above

Question 10

Which of the following statements regarding buyer benefits is true?

Accepted Answer

A) A feature is whatever provides the consumer with personal advantage or gain. 
B) Prospects usually display about equal interest in features and benefits. 
C) People do not buy benefits,they buy features. 
D) If a buyer has a need,a feature can be designed to meet that need. 
E) A benefit provides the consumer with personal advantage or gain. 
A) A feature is whatever provides the consumer with personal advantage or gain. 
B) Prospects usually display about equal interest in features and benefits. 
C) People do not buy benefits,they buy features. 
D) If a buyer has a need,a feature can be designed to meet that need. 
E) A benefit provides the consumer with personal advantage or gain.

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

One of the key things that separates good salespeople from average salespeople is:

Accepted Answer

A) they are more honest about their product's limits. 
B) they can mention all product features. 
C) they do not underestimate competition. 
D) they convert features to benefits and show customers the personal advantage or gain in using their product. 
E) they talk about competitor's products to prove their product's superiority. 
A) they are more honest about their product's limits. 
B) they can mention all product features. 
C) they do not underestimate competition. 
D) they convert features to benefits and show customers the personal advantage or gain in using their product. 
E) they talk about competitor's products to prove their product's superiority.

Question 13

When developing a product strategy,the salesperson must:

Accepted Answer

A) adopt the functional attribute model. 
B) use feature-benefit analysis. 
C) review information on consumer motivation. 
D) adopt the double-win philosophy. 
E) adopt marketing concepts. 
A) adopt the functional attribute model. 
B) use feature-benefit analysis. 
C) review information on consumer motivation. 
D) adopt the double-win philosophy. 
E) adopt marketing concepts.

Question 14

Successful sales presentations translate product features into:

Accepted Answer

A) functional attributes. 
B) closed sales. 
C) selling appeals. 
D) product applications. 
E) buyer benefits. 
A) functional attributes. 
B) closed sales. 
C) selling appeals. 
D) product applications. 
E) buyer benefits.

Question 15

The attitude you display toward your competition is of the utmost importance.Every salesperson should develop a set of basic beliefs about the best way of dealing with competing products.List three guidelines for dealing with the competition.

Accepted Answer

a.In most cases,don't make ref

Question 16

Solution selling begins with understanding the customer's problem.

Accepted Answer

A) True 
 B)False

Question 17

To establish your product superiority,it is a good idea to compare your product to the competition.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following statements about sources of product knowledge is false?

Accepted Answer

A) Plant tours would be of little value to more senior,experienced salespeople. 
B) Many companies believe that salespeople should visit the manufacturing plant and see the production process. 
C) Most companies prepare literature that provides detailed descriptions of their product. 
D) Sales training meetings provide knowledge about both products and product users. 
E) Sales people should be encouraged to use and observe the product. 
A) Plant tours would be of little value to more senior,experienced salespeople. 
B) Many companies believe that salespeople should visit the manufacturing plant and see the production process. 
C) Most companies prepare literature that provides detailed descriptions of their product. 
D) Sales training meetings provide knowledge about both products and product users. 
E) Sales people should be encouraged to use and observe the product.

Question 19

The best time to discuss competition during a sales presentation is:

Accepted Answer

A) during the closing stage. 
B) during the need discovery stage. 
C) it is best not to mention competition during the sale. 
D) during the negotiations stage. 
E) during the demonstration stage. 
A) during the closing stage. 
B) during the need discovery stage. 
C) it is best not to mention competition during the sale. 
D) during the negotiations stage. 
E) during the demonstration stage.

Question 20

A product feature is anything a customer can hear,touch,feel,or see.

Accepted Answer

A) True 
 B)False

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

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

When customers ask,"What is the estimated annual energy consumption for this model refrigerator?" they are requesting product information from the category of:

Which behavior is appropriate when discussing the competition?

Sales people with excellent product knowledge are better able to build consumer trust.

The best strategy to add value to the sale is by:

The _____________ magazine is a publication that tests products extensively and reports the findings in nontechnical language for the benefit of consumers.

Throughout the sales presentation,it is usually best to:

When it is suggested that the salesperson should become a product expert,it means he should gather knowledge about:

Which of the following statements regarding buyer benefits is true?

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

One of the key things that separates good salespeople from average salespeople is:

When developing a product strategy,the salesperson must:

Successful sales presentations translate product features into:

The attitude you display toward your competition is of the utmost importance.Every salesperson should develop a set of basic beliefs about the best way of dealing with competing products.List three guidelines for dealing with the competition.

Solution selling begins with understanding the customer's problem.

To establish your product superiority,it is a good idea to compare your product to the competition.

Which of the following statements about sources of product knowledge is false?

The best time to discuss competition during a sales presentation is:

A product feature is anything a customer can hear,touch,feel,or see.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

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Exam 6: Creating Product Solutions

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

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

When customers ask,"What is the estimated annual energy consumption for this model refrigerator?" they are requesting product information from the category of:

Which behavior is appropriate when discussing the competition?

Sales people with excellent product knowledge are better able to build consumer trust.

The best strategy to add value to the sale is by:

The _____________ magazine is a publication that tests products extensively and reports the findings in nontechnical language for the benefit of consumers.

Throughout the sales presentation,it is usually best to:

When it is suggested that the salesperson should become a product expert,it means he should gather knowledge about:

Which of the following statements regarding buyer benefits is true?

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

One of the key things that separates good salespeople from average salespeople is:

When developing a product strategy,the salesperson must:

Successful sales presentations translate product features into:

The attitude you display toward your competition is of the utmost importance.Every salesperson should develop a set of basic beliefs about the best way of dealing with competing products.List three guidelines for dealing with the competition.

Solution selling begins with understanding the customer's problem.

To establish your product superiority,it is a good idea to compare your product to the competition.

Which of the following statements about sources of product knowledge is false?

The best time to discuss competition during a sales presentation is:

A product feature is anything a customer can hear,touch,feel,or see.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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