Exam 6: Creating Product Solutions

Salespeople who love their products,and possess vast product knowledge,sometimes overload their customers with product data they neither need nor want.This practice is often called a:

The "invisible" customer you address a written proposal to is:

In a 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.

The written proposal is:

With fewer products being introduced in the marketplace today,it is easier for customers to decide what to buy and who to buy it from.

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with sales representatives close rate relative to the number of prospects in the pipeline.The sales director commissioned a research company to come in and analyze the numbers in the CRM system and conduct interviews with prospects who became customers as well as with prospects who did not buy from the company.He also hires a sales training consultant with whom he has worked before to analyze the sales representatives and the training they receive. -The training consultant feels that the sales representatives need to understand the entire market to put their customers' needs and buying motives in context.To understand the entire industry market,she recommends that the sales representatives learn more about:

Which of the following statements regarding product benefits is true?

Before teaming up with another company,the strategic alliance buyer will want to learn a great deal about the firm the salesperson represents.

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

Which of the following is true of sales letters?

The product selection process is often referred to as ________ ________.

Throughout the sales presentation,it is usually best to:

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

The owner of a laundromat notices that the laundromat across the street is offering free pick-up and delivery of laundry from Monday to Friday,9-5.He has observed that many of his customers who drop their laundry off to be washed-dried-folded by his employees seem frazzled and overburdened both when they drop off in the morning and when they pick it up after work. -What is a service the laundromat owner could offer to eliminate stress for his customers that his competitor does not offer?

Using the pronouns "you" and "your" in a sales letter:

A benefit is whatever provides the customer with personal advantage or gain.

Which of the following statements is true about products and product knowledge?

Developing a product strategy involves studying your product and company features but does not involve configuring value-added solutions.

Customized service agreements add value to a sale by:

Which of the following statements about the sources of product knowledge is true?