Question 1

Today's better educated and more demanding customers are seeking a ________ of satisfactions.

Accepted Answer

Cluster

Question 2

Delivering a generic product will not give a salesperson the right to compete in the marketplace.

Accepted Answer

A) True 
 B)False  False

Question 3

Low price always equates to good value for all customers.

Accepted Answer

A) True 
 B)False  False

Question 4

Ritz Carlton must offer not only a comfortable guest room,but also a clean one.This is an example of a(n)________ product.

Accepted Answer

A) hyper-premium 
B) expected 
C) potential 
D) value-added 
E) generic 
A) hyper-premium 
B) expected 
C) potential 
D) value-added 
E) generic

Question 5

When selling a new or emerging product,the salesperson should be emphasizing brand superiority.

Accepted Answer

A) True 
 B)False

Question 6

The ________ product refers to what may remain to be done,that is,what is possible.

Accepted Answer

The answer of The ________ product refers to what may...

Question 7

To understand the potential product,salespeople should "talk" to their customers.

Accepted Answer

A) True 
 B)False

Question 8

Mohini has agreed to display a large poster of "Ringo Star" Sauce and devote a corner of her store to display "Ringo Star" Sauces.In return the salesperson from "Ringo Star" Sauces gives Mohini a price reduction.This is an example of a:

Accepted Answer

A) "a special". 
B) promotion allowance. 
C) time period pricing. 
D) quantity discount. 
E) price discount. 
A) "a special". 
B) promotion allowance. 
C) time period pricing. 
D) quantity discount. 
E) price discount.

Question 9

Most companies use a combination of marketing and sales strategies to position their products.

Accepted Answer

A) True 
 B)False

Question 10

As the level of competition increases,especially in the case of a mature product,salespeople must look more carefully into the ________ product.

Accepted Answer

A) generic 
B) potential 
C) hyper-premium 
D) value-added 
E) expected 
A) generic 
B) potential 
C) hyper-premium 
D) value-added 
E) expected

Question 11

The objective of product positioning is to gain competitive advantage.

Accepted Answer

A) True 
 B)False

Question 12

Repeated use of the statement "Quality is Job 1" in marketing campaigns by a car manufacturer suggests that the statement is part of their:

Accepted Answer

A) positioning strategy. 
B) promotion strategy. 
C) promotion jingle. 
D) competitive advantage. 
E) consumer expectations management plan. 
A) positioning strategy. 
B) promotion strategy. 
C) promotion jingle. 
D) competitive advantage. 
E) consumer expectations management plan.

Question 13

An explanation of price and value is:

Accepted Answer

A) price is the numeric amount,value is perceived by the customer. 
B) value determines price. 
C) value is a tangible notion. 
D) price determines value. 
E) they are the same thing 
A) price is the numeric amount,value is perceived by the customer. 
B) value determines price. 
C) value is a tangible notion. 
D) price determines value. 
E) they are the same thing

Question 14

Giving various types of discounts such as quantity discounts,promotional allowances etc.are examples of a:

Accepted Answer

A) relationship strategy. 
B) differentiation strategy. 
C) low price strategy. 
D) value-added strategy. 
E) bargain. 
A) relationship strategy. 
B) differentiation strategy. 
C) low price strategy. 
D) value-added strategy. 
E) bargain.

Question 15

'La Mirage" a hotel in the ski resort town of Whistler,BC,offers off-season pricing to encourage conference room bookings during the summer.This is an example of:

Accepted Answer

A) seasonal pricing. 
B) promotional allowance. 
C) trade pricing. 
D) discount pricing. 
E) low price strategy. 
A) seasonal pricing. 
B) promotional allowance. 
C) trade pricing. 
D) discount pricing. 
E) low price strategy.

Question 16

Laura's professionalism as a salesperson dictates that she explore what remains to be done,that is,what is possible.This is called exploring the:

Accepted Answer

A) potential product. 
B) generic product. 
C) expected product. 
D) target market. 
E) relationship. 
A) potential product. 
B) generic product. 
C) expected product. 
D) target market. 
E) relationship.

Question 17

One of the best ways for a company to differentiate it's product or service in a competitive market would be through:

Accepted Answer

A) its management. 
B) develop new packaging. 
C) its advertising. 
D) its branding. 
E) its salespeople. 
A) its management. 
B) develop new packaging. 
C) its advertising. 
D) its branding. 
E) its salespeople.

Question 18

The objective of developing a positioning strategy is:

Accepted Answer

A) maximize product visibility in the market. 
B) to minimize purchase risks. 
C) to encourage brand name recall. 
D) to gain competitive advantage. 
E) to maximize customer satisfaction. 
A) maximize product visibility in the market. 
B) to minimize purchase risks. 
C) to encourage brand name recall. 
D) to gain competitive advantage. 
E) to maximize customer satisfaction.

Question 19

As the competition intensifies,the salesperson needs to:

Accepted Answer

A) explore the potential product. 
B) lower the price. 
C) provide the expected product. 
D) provide the generic product. 
E) provide the value-added product. 
A) explore the potential product. 
B) lower the price. 
C) provide the expected product. 
D) provide the generic product. 
E) provide the value-added product.

Question 20

High involvement buyers tend to be:

Accepted Answer

A) mostly concerned about the quality. 
B) mostly concerned about the price. 
C) mostly concerned about the value. 
D) emotionally involved with the brand. 
E) mostly concerned about the product benefits. 
A) mostly concerned about the quality. 
B) mostly concerned about the price. 
C) mostly concerned about the value. 
D) emotionally involved with the brand. 
E) mostly concerned about the product benefits.

Today's better educated and more demanding customers are seeking a ________ of satisfactions.

Delivering a generic product will not give a salesperson the right to compete in the marketplace.

Low price always equates to good value for all customers.

Ritz Carlton must offer not only a comfortable guest room,but also a clean one.This is an example of a(n)________ product.

When selling a new or emerging product,the salesperson should be emphasizing brand superiority.

The ________ product refers to what may remain to be done,that is,what is possible.

To understand the potential product,salespeople should "talk" to their customers.

Mohini has agreed to display a large poster of "Ringo Star" Sauce and devote a corner of her store to display "Ringo Star" Sauces.In return the salesperson from "Ringo Star" Sauces gives Mohini a price reduction.This is an example of a:

Most companies use a combination of marketing and sales strategies to position their products.

As the level of competition increases,especially in the case of a mature product,salespeople must look more carefully into the ________ product.

The objective of product positioning is to gain competitive advantage.

Repeated use of the statement "Quality is Job 1" in marketing campaigns by a car manufacturer suggests that the statement is part of their:

An explanation of price and value is:

Giving various types of discounts such as quantity discounts,promotional allowances etc.are examples of a:

'La Mirage" a hotel in the ski resort town of Whistler,BC,offers off-season pricing to encourage conference room bookings during the summer.This is an example of:

Laura's professionalism as a salesperson dictates that she explore what remains to be done,that is,what is possible.This is called exploring the:

One of the best ways for a company to differentiate it's product or service in a competitive market would be through:

The objective of developing a positioning strategy is:

As the competition intensifies,the salesperson needs to:

High involvement buyers tend to be:

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

Creating Product Solutions

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 7: Product-Selling Strategies That Add Value

Today's better educated and more demanding customers are seeking a ________ of satisfactions.

Delivering a generic product will not give a salesperson the right to compete in the marketplace.

Low price always equates to good value for all customers.

Ritz Carlton must offer not only a comfortable guest room,but also a clean one.This is an example of a(n)________ product.

When selling a new or emerging product,the salesperson should be emphasizing brand superiority.

The ________ product refers to what may remain to be done,that is,what is possible.

To understand the potential product,salespeople should "talk" to their customers.

Mohini has agreed to display a large poster of "Ringo Star" Sauce and devote a corner of her store to display "Ringo Star" Sauces.In return the salesperson from "Ringo Star" Sauces gives Mohini a price reduction.This is an example of a:

Most companies use a combination of marketing and sales strategies to position their products.

As the level of competition increases,especially in the case of a mature product,salespeople must look more carefully into the ________ product.

The objective of product positioning is to gain competitive advantage.

Repeated use of the statement "Quality is Job 1" in marketing campaigns by a car manufacturer suggests that the statement is part of their:

An explanation of price and value is:

Giving various types of discounts such as quantity discounts,promotional allowances etc.are examples of a:

'La Mirage" a hotel in the ski resort town of Whistler,BC,offers off-season pricing to encourage conference room bookings during the summer.This is an example of:

Laura's professionalism as a salesperson dictates that she explore what remains to be done,that is,what is possible.This is called exploring the:

One of the best ways for a company to differentiate it's product or service in a competitive market would be through:

The objective of developing a positioning strategy is:

As the competition intensifies,the salesperson needs to:

High involvement buyers tend to be:

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

Creating Product Solutions

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