Exam 6: Creating Product Solutions

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. -Customers who come into the laundromat to wash and dry their own clothes in the common machines will choose the laundromat that is closest to them so they do not have to transport their laundry far. What is fundamentally wrong with the above statement?

Decision-making authority in the area of pricing gives the salesperson more responsibility but less power.

Effective written proposals include the following parts:

Quantifying the solution can be performed with a cost-benefit analysis or with a:

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. -The other laundromat that offers free pick-up and delivery Monday through Friday is an example of:

One of the best ways to present benefits is to use a bridge statement.

Amy Vandaveer sells knowledge and experience as well as advertising space.

Discuss the advantages of having in-depth knowledge of your product.

A customer walks into a ShipNow location with four boxes and a document envelope,all going to different destinations in different amounts of time with different security and notification needs. -ShipNow requires every new store salesperson to ride along on deliveries with drivers for two weeks before beginning the sales course necessary to be able to have contact with customers.What might be the purpose of the ride-alongs?

A manufacturer tests,modifies,and retests an original idea several times before it is offered to the consumer.This process is called:

A customer walks into a ShipNow location with four boxes and a document envelope,all going to different destinations in different amounts of time with different security and notification needs. -What should the salesperson focus on to differentiate ShipNow's product from other shipping services?

Prospects are likely to use past performance of a company to evaluate the quality of the current product offering.

A collection of beliefs,behaviors and work patterns held in common by people employed by a specific firm is a(n):

The original idea for a product or service is tested,modified,and retested several times before it is offered to the customer in:

A problem a salesperson could run into with regard to knowing the product extensively is:

When developing a product strategy,the salesperson must:

Which of the following is an example of a bridge statement?

Ray Fernández is a sales representative employed by Computer Resources,a computer supplier that develops customer solutions that combine computer hardware,software,installation and training.When he brings together many parts of the company's product mix in order to develop a customized customer solution,this is referred to as:

A customer walks into a ShipNow location with four boxes and a document envelope,all going to different destinations in different amounts of time with different security and notification needs. -Although the salespeople at ShipNow are in contact almost exclusively with the customers who ship packages,who are the other primary customers of ShipNow?

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. -To increase the sales representatives' product knowledge,the sales director arranges for each of them to rotate through the product development department for a month to understand the way the chemicals are developed.What is another department they should rotate through to gain more product knowledge that will help them configure the right mix of products for customers?