Question 1

Identifying product features and then converting these features to buyer benefits is an integral part of which style of selling?

Accepted Answer

A) Functional attribute selling 
B) Product-style selling 
C) Marketing-style selling 
D) Consultative-style selling 
E) Analysis-style selling 
A) Functional attribute selling 
B) Product-style selling 
C) Marketing-style selling 
D) Consultative-style selling 
E) Analysis-style selling

Question 2

The underlying criteria for determining which features to discuss in a sales presentation is:

Accepted Answer

A) features that are patent protected. 
B) features that provide you with a competitive advantage. 
C) features that address the customer's needs. 
D) features which explain the cost of the product. 
E) features that are technologically advanced. 
A) features that are patent protected. 
B) features that provide you with a competitive advantage. 
C) features that address the customer's needs. 
D) features which explain the cost of the product. 
E) features that are technologically advanced.

Question 3

List the three prescriptions for developing a good product strategy.

Accepted Answer

a.Become a product e

Question 4

Quantifying the solution becomes more crucial in the business-to-final customer market because final consumers are not professional buyers.

Accepted Answer

A) True 
 B)False

Question 5

The best way to present a product to a customer is:

Accepted Answer

A) to explain all the features of the product. 
B) to explain how the product's price is justified. 
C) to translate the features into benefits for the customer. 
D) to explain how the product features are superior to the competitor's. 
E) to explain only the features that are relevant to the customer. 
A) to explain all the features of the product. 
B) to explain how the product's price is justified. 
C) to translate the features into benefits for the customer. 
D) to explain how the product features are superior to the competitor's. 
E) to explain only the features that are relevant to the customer.

Question 6

A good sales person doesn't just sell products she sells solutions.

Accepted Answer

A) True 
 B)False

Question 7

A _____________ is a transitional phrase that connects a statement of features with a statement of benefits.

Accepted Answer

The answer of A _____________ is a transitional phrase that...

Question 8

Simon understands that the increased need for product configuration is often caused by:

Accepted Answer

A) his desire to increase the size of the sale. 
B) the customer's perception that bigger is better. 
C) the complex needs of his customers. 
D) his desire to challenge himself to sell as much as he can. 
E) the company's preference for complex selling situations. 
A) his desire to increase the size of the sale. 
B) the customer's perception that bigger is better. 
C) the complex needs of his customers. 
D) his desire to challenge himself to sell as much as he can. 
E) the company's preference for complex selling situations.

Question 9

Marco puts together complex sales proposals for his clients.As a justification process,he will often provide a numeric analysis.This helps:

Accepted Answer

A) Marco differentiate between customers. 
B) Marco estimate his sales volume. 
C) to quantify the solution. 
D) to sell at above market prices. 
E) the customer imagine how the product will look. 
A) Marco differentiate between customers. 
B) Marco estimate his sales volume. 
C) to quantify the solution. 
D) to sell at above market prices. 
E) the customer imagine how the product will look.

Question 10

Why should a salesperson convert features to benefits during a sales presentation?

Accepted Answer

People buy products for what the product

Question 11

Jackson works in the area that measures his company's products and services against established standards.We can assume he works:

Accepted Answer

A) in the production department. 
B) at an amazing company. 
C) in the accounting department. 
D) in the marketing department. 
E) in the quality control department. 
A) in the production department. 
B) at an amazing company. 
C) in the accounting department. 
D) in the marketing department. 
E) in the quality control department.

Question 12

It is important to do a feature to feature comparison between our product and competitor's product during the sales presentation.

Accepted Answer

A) True 
 B)False

Question 13

According to the survey reported in Sales & Marketing Management,the number one characteristics of salespeople who are able to build trust is:

Accepted Answer

A) customer orientation. 
B) communication-style flexing. 
C) quantifying the solution. 
D) product knowledge. 
E) total quality management. 
A) customer orientation. 
B) communication-style flexing. 
C) quantifying the solution. 
D) product knowledge. 
E) total quality management.

Question 14

Product features are objective where as product benefits are subjective.

Accepted Answer

A) True 
 B)False

Question 15

The office equipment industry is highly competitive.Belinda maintains good competitive information.By having knowledge of competitors' strengths and weaknesses,she:

Accepted Answer

A) is able to undercut their price with this information. 
B) understands her position and adjusts her strategy accordingly. 
C) is able to inform her customers about those competitive products. 
D) understands her position and explains it to the customer. 
E) understands their position and adjusts her strategy accordingly. 
A) is able to undercut their price with this information. 
B) understands her position and adjusts her strategy accordingly. 
C) is able to inform her customers about those competitive products. 
D) understands her position and explains it to the customer. 
E) understands their position and adjusts her strategy accordingly.

Question 16

Ariel believes it is important to employ a product strategy.In addition to being a product expert she should:

Accepted Answer

A) adopt a double win philosophy. 
B) practice communication-style flexing. 
C) sell the benefits of her products. 
D) know the personalities of her clients. 
E) know about the industry. 
A) adopt a double win philosophy. 
B) practice communication-style flexing. 
C) sell the benefits of her products. 
D) know the personalities of her clients. 
E) know about the industry.

Question 17

The most challenging sale for a salesperson is a:

Accepted Answer

A) solution sale 
B) value-added sale 
C) transactional sale 
D) consultative sale 
E) strategic alliance sale 
A) solution sale 
B) value-added sale 
C) transactional sale 
D) consultative sale 
E) strategic alliance sale

Question 18

The term product always refers to tangible goods.

Accepted Answer

A) True 
 B)False

Question 19

One of the main objectives of a written proposal is to:

Accepted Answer

A) quantify the solution to customers. 
B) explain the superiority of your product over competitor's product. 
C) present the product configuration in a written format for customers' benefit. 
D) impress customers with your product knowledge. 
E) disclose your marketing strategy to customers. 
A) quantify the solution to customers. 
B) explain the superiority of your product over competitor's product. 
C) present the product configuration in a written format for customers' benefit. 
D) impress customers with your product knowledge. 
E) disclose your marketing strategy to customers.

Question 20

Raymond Trent is a sales representative employed by Computer Resources,a computer supplier that develops customer solutions that combine computer hardware,software,installation,and training.When he brings together many parts of the company's product mix in order to develop a custom-fitted solution,this product selection process is referred to as:

Accepted Answer

A) quantifying product features. 
B) quantifying product benefits. 
C) developing a product configuration. 
D) mass customization. 
E) establishing a product priority. 
A) quantifying product features. 
B) quantifying product benefits. 
C) developing a product configuration. 
D) mass customization. 
E) establishing a product priority.

Identifying product features and then converting these features to buyer benefits is an integral part of which style of selling?

The underlying criteria for determining which features to discuss in a sales presentation is:

List the three prescriptions for developing a good product strategy.

Quantifying the solution becomes more crucial in the business-to-final customer market because final consumers are not professional buyers.

The best way to present a product to a customer is:

A good sales person doesn't just sell products she sells solutions.

A _____________ is a transitional phrase that connects a statement of features with a statement of benefits.

Simon understands that the increased need for product configuration is often caused by:

Marco puts together complex sales proposals for his clients.As a justification process,he will often provide a numeric analysis.This helps:

Why should a salesperson convert features to benefits during a sales presentation?

Jackson works in the area that measures his company's products and services against established standards.We can assume he works:

It is important to do a feature to feature comparison between our product and competitor's product during the sales presentation.

According to the survey reported in Sales & Marketing Management,the number one characteristics of salespeople who are able to build trust is:

Product features are objective where as product benefits are subjective.

The office equipment industry is highly competitive.Belinda maintains good competitive information.By having knowledge of competitors' strengths and weaknesses,she:

Ariel believes it is important to employ a product strategy.In addition to being a product expert she should:

The most challenging sale for a salesperson is a:

The term product always refers to tangible goods.

One of the main objectives of a written proposal is to:

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

Exam 6: Creating Product Solutions

Identifying product features and then converting these features to buyer benefits is an integral part of which style of selling?

The underlying criteria for determining which features to discuss in a sales presentation is:

List the three prescriptions for developing a good product strategy.

Quantifying the solution becomes more crucial in the business-to-final customer market because final consumers are not professional buyers.

The best way to present a product to a customer is:

A good sales person doesn't just sell products she sells solutions.

A _____________ is a transitional phrase that connects a statement of features with a statement of benefits.

Simon understands that the increased need for product configuration is often caused by:

Marco puts together complex sales proposals for his clients.As a justification process,he will often provide a numeric analysis.This helps:

Why should a salesperson convert features to benefits during a sales presentation?

Jackson works in the area that measures his company's products and services against established standards.We can assume he works:

It is important to do a feature to feature comparison between our product and competitor's product during the sales presentation.

According to the survey reported in Sales & Marketing Management,the number one characteristics of salespeople who are able to build trust is:

Product features are objective where as product benefits are subjective.

The office equipment industry is highly competitive.Belinda maintains good competitive information.By having knowledge of competitors' strengths and weaknesses,she:

Ariel believes it is important to employ a product strategy.In addition to being a product expert she should:

The most challenging sale for a salesperson is a:

The term product always refers to tangible goods.

One of the main objectives of a written proposal is to:

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