Question 1

Selecting a product for the customer is often referred to as product configuration.

Accepted Answer

A) True 
 B)False

Question 2

The difference between selling a product versus solution selling is:

Accepted Answer

A) solution selling is easier than product selling. 
B) product selling takes longer time to accomplish. 
C) product selling is more diagnostic in nature. 
D) solution selling is for organizational customers. 
E) solution selling requires greater effort in defining and diagnosing the customer's problem. 
A) solution selling is easier than product selling. 
B) product selling takes longer time to accomplish. 
C) product selling is more diagnostic in nature. 
D) solution selling is for organizational customers. 
E) solution selling requires greater effort in defining and diagnosing the customer's problem.

Question 3

In a transactional sale,the customer generally knows his needs and the type of product that will meet those needs.

Accepted Answer

A) True 
 B)False

Question 4

In very complex product sales,the real "value" in the sales comes from:

Accepted Answer

A) the after-sales service. 
B) the reduction in financial risk of the purchase. 
C) the least price that can be negotiated for the product. 
D) the product itself. 
E) the knowledge and expertise of the sales person. 
A) the after-sales service. 
B) the reduction in financial risk of the purchase. 
C) the least price that can be negotiated for the product. 
D) the product itself. 
E) the knowledge and expertise of the sales person.

Question 5

Charles Revlon,founder of the Revlon Company,once said,"In the factory,we make cosmetics.In the store we sell hope." This implies that customers buy benefits not features.

Accepted Answer

A) True 
 B)False

Question 6

"Data dump" refers to:

Accepted Answer

A) telling customers all about the product intricacies. 
B) meeting customers' information needs. 
C) often upselling customers to more expensive products. 
D) discussing fine points of important detail. 
E) overloading customers with product data they neither need nor want. 
A) telling customers all about the product intricacies. 
B) meeting customers' information needs. 
C) often upselling customers to more expensive products. 
D) discussing fine points of important detail. 
E) overloading customers with product data they neither need nor want.

Question 7

Marty is an enthusiastic salesperson with a lot of product knowledge.He has a tendency to provide customers with more product information than they want or need.This is an example of:

Accepted Answer

A) information overload. 
B) value-added selling. 
C) over-selling. 
D) being a product expert. 
E) data dump. 
A) information overload. 
B) value-added selling. 
C) over-selling. 
D) being a product expert. 
E) data dump.

Question 8

Developing a product strategy is very important in the following buying situation:

Accepted Answer

A) personal buying 
B) service buying 
C) strategic alliance buying 
D) impulse buying 
E) transactional buying 
A) personal buying 
B) service buying 
C) strategic alliance buying 
D) impulse buying 
E) transactional buying

Question 9

Mystic Corp has gone through a process over the years of testing,modifying,and retesting its products.Mystic is actively engaging in:

Accepted Answer

A) the marketing concept. 
B) product investment. 
C) growth management. 
D) customer direction. 
E) product development. 
A) the marketing concept. 
B) product investment. 
C) growth management. 
D) customer direction. 
E) product development.

Question 10

In the field of personal selling,customers represent an important source of product information.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) steel belted 
B) 60 000-kilometer rating 
C) made in Canada 
D) improved gas mileage 
E) service in all ten provinces 
A) steel belted 
B) 60 000-kilometer rating 
C) made in Canada 
D) improved gas mileage 
E) service in all ten provinces

Question 12

Anita was promoted to manager of Milton Corp.'s product development team.The activities of the department are:

Accepted Answer

A) testing,customer research,and brochure development. 
B) customer research,testing,and modifying. 
C) quantifying the product solution. 
D) testing,modifying,and retesting. 
E) testing,modifying,and changing. 
A) testing,customer research,and brochure development. 
B) customer research,testing,and modifying. 
C) quantifying the product solution. 
D) testing,modifying,and retesting. 
E) testing,modifying,and changing.

Question 13

Quantifying the solution is especially important in business-to-business selling where the purchase risks are higher.

Accepted Answer

A) True 
 B)False

Question 14

When Ramona discusses solutions with her customers,she often must bring together many different elements of a product solution.The solution she proposes to her customers would be called:

Accepted Answer

A) overly complicated. 
B) obvious. 
C) very expensive. 
D) product configuration. 
E) the performance expectation. 
A) overly complicated. 
B) obvious. 
C) very expensive. 
D) product configuration. 
E) the performance expectation.

Question 15

Which of the following statements about product knowledge is true?

Accepted Answer

A) Knowledge of one's product or service is not important in all areas of professional selling. 
B) Research conducted by Whirlpool Corp.indicates that product knowledge received the least attention by firms in the study. 
C) Complexity and variety of products available and the increasing number of new products complicate the buying process. 
D) Respondents to a Learning International study felt that training should stress company history over any other area. 
E) Rutger's Group believes that all employee's should be able to pass a test on product knowledge before interfacing with the customer. 
A) Knowledge of one's product or service is not important in all areas of professional selling. 
B) Research conducted by Whirlpool Corp.indicates that product knowledge received the least attention by firms in the study. 
C) Complexity and variety of products available and the increasing number of new products complicate the buying process. 
D) Respondents to a Learning International study felt that training should stress company history over any other area. 
E) Rutger's Group believes that all employee's should be able to pass a test on product knowledge before interfacing with the customer.

Question 16

The key role a salesperson plays in the information age is to:

Accepted Answer

A) provide new information to the customer at the information gathering stage. 
B) create awareness for the product. 
C) analyze the available information at the evaluation stage. 
D) correct miss-information found on the internet. 
E) remove cognitive dissonance experienced by the customer. 
A) provide new information to the customer at the information gathering stage. 
B) create awareness for the product. 
C) analyze the available information at the evaluation stage. 
D) correct miss-information found on the internet. 
E) remove cognitive dissonance experienced by the customer.

Question 17

Creating a custom-fitted solution for a customer with complex buying needs is referred to as:

Accepted Answer

A) consultative selling. 
B) solution selling. 
C) product configuration. 
D) value-added selling. 
E) system selling. 
A) consultative selling. 
B) solution selling. 
C) product configuration. 
D) value-added selling. 
E) system selling.

Question 18

______________ refers to quality certification from the International Organization for Standardization.

Accepted Answer

The answer of ______________ refers to quality certification from the...

Question 19

________ is/are a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

Accepted Answer

A) Organizational culture 
B) Organizational values 
C) A value statement 
D) A mission statement 
E) Company philosophy 
A) Organizational culture 
B) Organizational values 
C) A value statement 
D) A mission statement 
E) Company philosophy

Question 20

A salesperson who has high level of product knowledge has:

Accepted Answer

A) expert power. 
B) reward power. 
C) referent power. 
D) position power. 
E) legitimate power. 
A) expert power. 
B) reward power. 
C) referent power. 
D) position power. 
E) legitimate power.

Selecting a product for the customer is often referred to as product configuration.

The difference between selling a product versus solution selling is:

In a transactional sale,the customer generally knows his needs and the type of product that will meet those needs.

In very complex product sales,the real "value" in the sales comes from:

Charles Revlon,founder of the Revlon Company,once said,"In the factory,we make cosmetics.In the store we sell hope." This implies that customers buy benefits not features.

"Data dump" refers to:

Marty is an enthusiastic salesperson with a lot of product knowledge.He has a tendency to provide customers with more product information than they want or need.This is an example of:

Developing a product strategy is very important in the following buying situation:

Mystic Corp has gone through a process over the years of testing,modifying,and retesting its products.Mystic is actively engaging in:

In the field of personal selling,customers represent an important source of product information.

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

Anita was promoted to manager of Milton Corp.'s product development team.The activities of the department are:

Quantifying the solution is especially important in business-to-business selling where the purchase risks are higher.

When Ramona discusses solutions with her customers,she often must bring together many different elements of a product solution.The solution she proposes to her customers would be called:

Which of the following statements about product knowledge is true?

The key role a salesperson plays in the information age is to:

Creating a custom-fitted solution for a customer with complex buying needs is referred to as:

______________ refers to quality certification from the International Organization for Standardization.

________ is/are a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

A salesperson who has high level of product knowledge has:

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

Selecting a product for the customer is often referred to as product configuration.

The difference between selling a product versus solution selling is:

In a transactional sale,the customer generally knows his needs and the type of product that will meet those needs.

In very complex product sales,the real "value" in the sales comes from:

Charles Revlon,founder of the Revlon Company,once said,"In the factory,we make cosmetics.In the store we sell hope." This implies that customers buy benefits not features.

"Data dump" refers to:

Marty is an enthusiastic salesperson with a lot of product knowledge.He has a tendency to provide customers with more product information than they want or need.This is an example of:

Developing a product strategy is very important in the following buying situation:

Mystic Corp has gone through a process over the years of testing,modifying,and retesting its products.Mystic is actively engaging in:

In the field of personal selling,customers represent an important source of product information.

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

Anita was promoted to manager of Milton Corp.'s product development team.The activities of the department are:

Quantifying the solution is especially important in business-to-business selling where the purchase risks are higher.

When Ramona discusses solutions with her customers,she often must bring together many different elements of a product solution.The solution she proposes to her customers would be called:

Which of the following statements about product knowledge is true?

The key role a salesperson plays in the information age is to:

Creating a custom-fitted solution for a customer with complex buying needs is referred to as:

______________ refers to quality certification from the International Organization for Standardization.

________ is/are a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

A salesperson who has high level of product knowledge has:

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