Question 1

Product literature and advertising are primarily designed to appeal to consumer emotions and,therefore,have little product information of value to a salesperson.

Accepted Answer

A) True 
 B)False

Question 2

In terms of amount and type of product information given to a customer,a salesperson should:

Accepted Answer

A) give information on every feature of the product. 
B) give s little information as possible about the product. 
C) give information on his and competitors' products. 
D) give information on specific features the customer needs and wants. 
E) give information on what the customer asks. 
A) give information on every feature of the product. 
B) give s little information as possible about the product. 
C) give information on his and competitors' products. 
D) give information on specific features the customer needs and wants. 
E) give information on what the customer asks.

Question 3

Natasha is very good at "quantifying the solution." To do this,she may:

Accepted Answer

A) do costing. 
B) quote several options at different prices. 
C) provide a cost-benefit analysis. 
D) discuss her product features. 
E) help the customer imagine how the product will look. 
A) do costing. 
B) quote several options at different prices. 
C) provide a cost-benefit analysis. 
D) discuss her product features. 
E) help the customer imagine how the product will look.

Question 4

With so many products for customers to choose from,Lino feels that:

Accepted Answer

A) selling the extended warranty is useful in customer satisfaction. 
B) price is the most important factor in the decision process. 
C) being customer oriented wins the sale. 
D) thorough product knowledge adds value. 
E) practicing communication-style flexing determines the sale. 
A) selling the extended warranty is useful in customer satisfaction. 
B) price is the most important factor in the decision process. 
C) being customer oriented wins the sale. 
D) thorough product knowledge adds value. 
E) practicing communication-style flexing determines the sale.

Question 5

Values often change but strategies are permanent.

Accepted Answer

A) True 
 B)False

Question 6

Words such as "which means that" or "because" which are used in sales presentations are called:

Accepted Answer

A) bridge statements. 
B) linking words. 
C) hooks. 
D) explanatory words. 
E) connections. 
A) bridge statements. 
B) linking words. 
C) hooks. 
D) explanatory words. 
E) connections.

Question 7

Written proposals are specific plans of action based on facts,figures,and prices.

Accepted Answer

A) True 
 B)False

Question 8

In the sales presentation,your knowledge of the product's features and your company's strengths must be presented in terms of the resulting ___________ to the buyer.

Accepted Answer

The answer of In the sales presentation,your knowledge of the...

Question 9

Why has it become necessary for the sales person to become a product expert in the new economy?

Accepted Answer

a.customer needs are becoming more speci

Question 10

Everyone coming to work in jeans on Fridays,instead of the normal business attire,is an example of the organizational culture.

Accepted Answer

A) True 
 B)False

Question 11

It is better to stick to the facts and avoid emotional comments when asked about the competition.

Accepted Answer

A) True 
 B)False

Question 12

The customer who asks "What is the maintenance schedule for the 810 model?" is requesting a type of product knowledge known as _____________.

Accepted Answer

The answer of The customer who asks "What is the...

Question 13

Feature to benefit translation is not possible for services.

Accepted Answer

A) True 
 B)False

Question 14

The reason many companies are getting a ISO certification is to:

Accepted Answer

A) increase their credibility with customers. 
B) reduce reliance on salespeople to sell the product. 
C) comply with the law. 
D) emulate their competitors. 
E) be able to charge higher prices. 
A) increase their credibility with customers. 
B) reduce reliance on salespeople to sell the product. 
C) comply with the law. 
D) emulate their competitors. 
E) be able to charge higher prices.

Question 15

When Rachel connects a statement of features with a statement of benefits,we can say she is:

Accepted Answer

A) using good communication skills. 
B) using a bridge statement. 
C) using slick sales techniques. 
D) using rapport building techniques. 
E) using a brochure style of selling. 
A) using good communication skills. 
B) using a bridge statement. 
C) using slick sales techniques. 
D) using rapport building techniques. 
E) using a brochure style of selling.

Question 16

Organization culture is a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

Accepted Answer

A) True 
 B)False

Question 17

"Quantifying the solution" means conducting a cost-benefit analysis to determine actual cost of purchase and savings the buyer can anticipate from the investment.

Accepted Answer

A) True 
 B)False

Question 18

Susie feels trapped by the organizational culture at Gerry Corp.This organization culture is:

Accepted Answer

A) unreasonably team oriented. 
B) a collection of beliefs,behaviours,and work patterns. 
C) a collection of beliefs,values,and ethics. 
D) too free spirited for her liking. 
E) highly restrictive. 
A) unreasonably team oriented. 
B) a collection of beliefs,behaviours,and work patterns. 
C) a collection of beliefs,values,and ethics. 
D) too free spirited for her liking. 
E) highly restrictive.

Question 19

Hugh considers a product strategy one of his foundation beliefs as a professional salesperson.In addition to selling benefits,he should:

Accepted Answer

A) adopt the marketing concept. 
B) practice communication-style flexing. 
C) understand the buyer's personality. 
D) sell the solution. 
E) configure value-added solutions. 
A) adopt the marketing concept. 
B) practice communication-style flexing. 
C) understand the buyer's personality. 
D) sell the solution. 
E) configure value-added solutions.

Question 20

Quantifying the solution involves:

Accepted Answer

A) explaining how the sales proposal adds value. 
B) calculating the return on investment (ROI). 
C) showing the financial reasons for making the purchase. 
D) doing a cost-benefit analysis for the customer. 
E) all of the above 
A) explaining how the sales proposal adds value. 
B) calculating the return on investment (ROI). 
C) showing the financial reasons for making the purchase. 
D) doing a cost-benefit analysis for the customer. 
E) all of the above

Product literature and advertising are primarily designed to appeal to consumer emotions and,therefore,have little product information of value to a salesperson.

In terms of amount and type of product information given to a customer,a salesperson should:

Natasha is very good at "quantifying the solution." To do this,she may:

With so many products for customers to choose from,Lino feels that:

Values often change but strategies are permanent.

Words such as "which means that" or "because" which are used in sales presentations are called:

Written proposals are specific plans of action based on facts,figures,and prices.

In the sales presentation,your knowledge of the product's features and your company's strengths must be presented in terms of the resulting ___________ to the buyer.

Why has it become necessary for the sales person to become a product expert in the new economy?

Everyone coming to work in jeans on Fridays,instead of the normal business attire,is an example of the organizational culture.

It is better to stick to the facts and avoid emotional comments when asked about the competition.

The customer who asks "What is the maintenance schedule for the 810 model?" is requesting a type of product knowledge known as _____________.

Feature to benefit translation is not possible for services.

The reason many companies are getting a ISO certification is to:

When Rachel connects a statement of features with a statement of benefits,we can say she is:

Organization culture is a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

"Quantifying the solution" means conducting a cost-benefit analysis to determine actual cost of purchase and savings the buyer can anticipate from the investment.

Susie feels trapped by the organizational culture at Gerry Corp.This organization culture is:

Hugh considers a product strategy one of his foundation beliefs as a professional salesperson.In addition to selling benefits,he should:

Quantifying the solution involves:

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

Product literature and advertising are primarily designed to appeal to consumer emotions and,therefore,have little product information of value to a salesperson.

In terms of amount and type of product information given to a customer,a salesperson should:

Natasha is very good at "quantifying the solution." To do this,she may:

With so many products for customers to choose from,Lino feels that:

Values often change but strategies are permanent.

Words such as "which means that" or "because" which are used in sales presentations are called:

Written proposals are specific plans of action based on facts,figures,and prices.

In the sales presentation,your knowledge of the product's features and your company's strengths must be presented in terms of the resulting ___________ to the buyer.

Why has it become necessary for the sales person to become a product expert in the new economy?

Everyone coming to work in jeans on Fridays,instead of the normal business attire,is an example of the organizational culture.

It is better to stick to the facts and avoid emotional comments when asked about the competition.

The customer who asks "What is the maintenance schedule for the 810 model?" is requesting a type of product knowledge known as _____________.

Feature to benefit translation is not possible for services.

The reason many companies are getting a ISO certification is to:

When Rachel connects a statement of features with a statement of benefits,we can say she is:

Organization culture is a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

"Quantifying the solution" means conducting a cost-benefit analysis to determine actual cost of purchase and savings the buyer can anticipate from the investment.

Susie feels trapped by the organizational culture at Gerry Corp.This organization culture is:

Hugh considers a product strategy one of his foundation beliefs as a professional salesperson.In addition to selling benefits,he should:

Quantifying the solution involves:

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