Question 1

A ________ ________ is a transitional phrase that connects a statement of features with a statement of benefits.

Accepted Answer

The answer of A ________ ________ is a transitional phrase...

Question 2

A solution is a mutually shared answer to a recognized customer problem.

Accepted Answer

A) True 
 B)False

Question 3

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.
-Some customers of ShipNow ship so many packages regularly with the company that ShipNow develops special services and pricing for them.Before a salesperson sells a delivery service that is not listed in the normal retail services menu,the salesperson should:

Accepted Answer

A) base the pricing on the prices offered to larger customers 
B) calculate the commission on the order to make sure it is not better to quote the customer retail pricing 
C) look up the name of the driver who will be making the deliveries 
D) check with the logistics department that it is possible for the company to perform this service at a profit 
E) ask a supervisor for the authorization to sell to the customer 
A) base the pricing on the prices offered to larger customers 
B) calculate the commission on the order to make sure it is not better to quote the customer retail pricing 
C) look up the name of the driver who will be making the deliveries 
D) check with the logistics department that it is possible for the company to perform this service at a profit 
E) ask a supervisor for the authorization to sell to the customer

Question 4

Salespeople who can develop a sales proposal that contains specific information on return on investment are more likely to get a favorable response from key decision makers.

Accepted Answer

A) True 
 B)False

Question 5

Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales.List each one.

Accepted Answer

1.Become a product e

Question 6

Successful sales presentations convert product features into:

Accepted Answer

A) closed sales 
B) buyer benefits 
C) product applications 
D) selling appeals 
E) research statistics 
A) closed sales 
B) buyer benefits 
C) product applications 
D) selling appeals 
E) research statistics

Question 7

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 owner of the laundromat investigated offering dry cleaning services at the laundromat,but discovered through his research that customers did not have a positive desire for dry cleaning services at the laundromat.What explains this?

Accepted Answer

A) Customers do not have positive desires for any laundry-related services. 
B) Since the owner of the laundromat asked current customers instead of potential customers,he did not necessarily get truthful answers from the customers he asked. 
C) Since laundry and dry cleaning have traditionally been done at different stores,the customer does not expect dry cleaning at a laundromat . 
D) The customer is not willing to pay for dry cleaning at a laundromat. 
E) Customers do not understand the differences between dry cleaning and washing clothes. 
A) Customers do not have positive desires for any laundry-related services. 
B) Since the owner of the laundromat asked current customers instead of potential customers,he did not necessarily get truthful answers from the customers he asked. 
C) Since laundry and dry cleaning have traditionally been done at different stores,the customer does not expect dry cleaning at a laundromat . 
D) The customer is not willing to pay for dry cleaning at a laundromat. 
E) Customers do not understand the differences between dry cleaning and washing clothes.

A is a transitional phrase that connects a statement of features with a statement of benefits.

A solution is a mutually shared answer to a recognized customer problem.

Salespeople who can develop a sales proposal that contains specific information on return on investment are more likely to get a favorable response from key decision makers.

Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales.List each one.

Successful sales presentations convert product features into:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

A ________ ________ is a transitional phrase that connects a statement of features with a statement of benefits.

A solution is a mutually shared answer to a recognized customer problem.

Salespeople who can develop a sales proposal that contains specific information on return on investment are more likely to get a favorable response from key decision makers.

Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales.List each one.

Successful sales presentations convert product features into:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

A is a transitional phrase that connects a statement of features with a statement of benefits.