Question 1

Two guests checking into a Hyatt Regency Hotel will likely have the same perceptions of what a clean room looks like.

Accepted Answer

A) True 
 B)False

Question 2

The decisions,activities and communication strategies that are directed toward trying to create and maintain a firm's intended product concept in the customer's mind are known as:

Accepted Answer

A) product life cycle 
B) product positioning 
C) value-added concept 
D) potential product 
E) marketing 
A) product life cycle 
B) product positioning 
C) value-added concept 
D) potential product 
E) marketing

Question 3

Which of the following is a price discount that may be offered?

Accepted Answer

A) quality discount 
B) seasonal discount 
C) unintentional discount 
D) associate discount 
E) kickbacks 
A) quality discount 
B) seasonal discount 
C) unintentional discount 
D) associate discount 
E) kickbacks

Question 4

A designer releases her fall line of handbags,including one that retails for $6,000.This bag is a limited edition;only 500 will be produced,and orders will only be accepted from clients who have previously purchased a handbag from the designer.They will be put on a waitlist for the handbag in the order in which they are received.
-In recent years,the "fax attack" model of car shopping has become popular.In a "fax attack," a customer sends a fax to every car dealership within a certain radius listing the make and features of the car they would like,along with the price they are willing to pay,and asks dealerships that will match that price to contact the customer.In essence,the customers set both the features and the price for the car. How could a dealership that responds to a "fax attack" differentiate itself positively from the other dealerships that respond?

Accepted Answer

A) The dealership could offer to supply the car in a more popular color at a slightly higher price than requested in the fax. 
B) The dealership could offer a level of service and courtesy,at the same price other dealers provided,that would transform the purchase from purely transactional to a surprisingly satisfying experience for the customer. 
C) The dealership could offer to refer the customer to another dealership that would supply the car at a lower price even than the customer requested. 
D) The dealership could steer the customer to a more expensive car with a better safety record to demonstrate concerns for the customer's welfare. 
E) The dealership could refuse to match the fax attack price because it does not want to compromise its profit margin. 
A) The dealership could offer to supply the car in a more popular color at a slightly higher price than requested in the fax. 
B) The dealership could offer a level of service and courtesy,at the same price other dealers provided,that would transform the purchase from purely transactional to a surprisingly satisfying experience for the customer. 
C) The dealership could offer to refer the customer to another dealership that would supply the car at a lower price even than the customer requested. 
D) The dealership could steer the customer to a more expensive car with a better safety record to demonstrate concerns for the customer's welfare. 
E) The dealership could refuse to match the fax attack price because it does not want to compromise its profit margin.

Question 5

People buy products if they fulfill a problem-solving need.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) expected product 
B) potential product 
C) generic product 
D) value-added product 
E) well-established product 
A) expected product 
B) potential product 
C) generic product 
D) value-added product 
E) well-established product

Question 7

Researchers at Texas A&M University have discovered five service-quality dimensions.What are they?

Accepted Answer

A) responsiveness,reliability,empathy,tangibles and value 
B) tangibles,value,reliability,continuity and assurance 
C) reliability,responsiveness,value,assurance and continuity 
D) empathy,assurance,responsiveness,reliability and tangibles 
E) tangibles,reliability,value,empathy,and assurance 
A) responsiveness,reliability,empathy,tangibles and value 
B) tangibles,value,reliability,continuity and assurance 
C) reliability,responsiveness,value,assurance and continuity 
D) empathy,assurance,responsiveness,reliability and tangibles 
E) tangibles,reliability,value,empathy,and assurance

Two guests checking into a Hyatt Regency Hotel will likely have the same perceptions of what a clean room looks like.

The decisions,activities and communication strategies that are directed toward trying to create and maintain a firm's intended product concept in the customer's mind are known as:

Which of the following is a price discount that may be offered?

People buy products if they fulfill a problem-solving need.

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

Researchers at Texas A&M University have discovered five service-quality dimensions.What are they?

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

Creating Product Solutions

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 7: Product-Selling Strategies That Add Value

Two guests checking into a Hyatt Regency Hotel will likely have the same perceptions of what a clean room looks like.

The decisions,activities and communication strategies that are directed toward trying to create and maintain a firm's intended product concept in the customer's mind are known as:

Which of the following is a price discount that may be offered?

People buy products if they fulfill a problem-solving need.

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

Researchers at Texas A&M University have discovered five service-quality dimensions.What are they?

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

Creating Product Solutions

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