Question 1

The ISO designation was developed by the Industrial Standards Organization and certifies the processes a company uses to develop a product or service.

Accepted Answer

A) True 
 B)False

Question 2

Explain how converting features to benefits increases value to the customers.

Accepted Answer

People buy products to satisfy needs.The

Question 3

Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge.The empty cartridge can be replaced quickly,without any mess,in a matter of seconds.Which of the following statements represents the most effective presentation of this feature?

Accepted Answer

A) "After years of research and development,our engineers developed the quick change toner cartridge." 
B) "Our copy machines are better than the ones made by competition." 
C) "If you purchase one of our copy machines,you will enjoy the benefits of a quick change toner cartridge." 
D) "We have recently developed the only office copy machine that features a quick change toner cartridge." 
E) "All of our copy machines are equipped with the quick change toner cartridge which means you no longer waste time replacing an empty toner cartridge." 
A) "After years of research and development,our engineers developed the quick change toner cartridge." 
B) "Our copy machines are better than the ones made by competition." 
C) "If you purchase one of our copy machines,you will enjoy the benefits of a quick change toner cartridge." 
D) "We have recently developed the only office copy machine that features a quick change toner cartridge." 
E) "All of our copy machines are equipped with the quick change toner cartridge which means you no longer waste time replacing an empty toner cartridge."

Question 4

The role of the salesperson in the information economy is to:

Accepted Answer

A) know his product features. 
B) thoroughly know about the latest product technology. 
C) convince the customer that their product is superior to competition's. 
D) simplify the information available so that the customer can make the best possible buying decision. 
E) know his competitor's product features. 
A) know his product features. 
B) thoroughly know about the latest product technology. 
C) convince the customer that their product is superior to competition's. 
D) simplify the information available so that the customer can make the best possible buying decision. 
E) know his competitor's product features.

Question 5

Most customers will not be upset if you direct critical comments toward the competition.

Accepted Answer

A) True 
 B)False

The ISO designation was developed by the Industrial Standards Organization and certifies the processes a company uses to develop a product or service.

Explain how converting features to benefits increases value to the customers.

Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge.The empty cartridge can be replaced quickly,without any mess,in a matter of seconds.Which of the following statements represents the most effective presentation of this feature?

The role of the salesperson in the information economy is to:

Most customers will not be upset if you direct critical comments toward the competition.

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

The ISO designation was developed by the Industrial Standards Organization and certifies the processes a company uses to develop a product or service.

Explain how converting features to benefits increases value to the customers.

Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge.The empty cartridge can be replaced quickly,without any mess,in a matter of seconds.Which of the following statements represents the most effective presentation of this feature?

The role of the salesperson in the information economy is to:

Most customers will not be upset if you direct critical comments toward the competition.

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