Question 1

Which term refers to the process by which a salesperson uncovers and clarifies a customer's problem,works with the customer to create a vision of how things could be better,and then develops a plan for implementing the vision?

Accepted Answer

A) product development 
B) quality control 
C) field testing 
D) solution selling 
E) product configuration

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Customers can be a source of product and company information for salespeople because:

Accepted Answer

A) customers do not trust the information salespeople give them 
B) customers often do research on all options before buying 
C) customers will trade information for discounts on products 
D) salespeople do not have access to research that customers can find on the internet 
E) salespeople tend to be less biased than are customers

Question 4

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

Accepted Answer

A) relying on written proposals 
B) conducting a thorough presentation 
C) knowing more than other salespeople 
D) exhibiting a bad attitude at sales meetings 
E) misjudging the customer's product knowledge

Question 5

Many companies believe that salespeople should visit the manufacturing plant and see the production process firsthand.

Accepted Answer

A) True 
 B)False

Question 6

Leading companies are aggressively automating their quotation management process.

Accepted Answer

A) True 
 B)False

Question 7

When a salesperson figures out what the customer's problem is,works with the customer to create a vision of a solution,and then comes up with a plan to realize that vision,it is called:

Accepted Answer

A) solution selling 
B) a product strategy 
C) a customer strategy 
D) partner selling 
E) visualizing

Question 8

Rob 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 Rob brings together many parts of the company's product mix in order to develop a customized customer solution,this is referred to as:

Accepted Answer

A) developing a product configuration 
B) establishing a strategic priority 
C) qualifying product benefits 
D) quantifying product features 
E) creating a value statement

Question 9

The Whirlpool company most likely created a house filled with company products so that salespeople could:

Accepted Answer

A) conduct tests with competing products 
B) see the full life cycle of the appliances 
C) become familiar with the products 
D) bring customers to see the products in use 
E) explore price configuration options

Question 10

The product selection process is often referred to as ________.

Accepted Answer

The answer of The product selection process is often referred...

Question 11

A salesperson should mention a competing product as soon as possible during the sales presentation to overcome objections.

Accepted Answer

A) True 
 B)False

Question 12

Clyde, the owner of Quick-Clean, a laundromat, notices that the laundromat across the street, E-Z Clean, offers free pick-up and delivery of laundry from Monday to Friday, 9:00 a.m. to 5:00 p.m. Clyde has observed that many Quick-Clean customers seem frazzled and overburdened both when they drop clothing off before work in the morning and when they pick up their clean laundry after work.
-Clyde realizes that to improve sales he needs to fully understand the services and value offered by E-Z Clean and other laundromats in the area. Which of the following would be the LEAST useful resource for Clyde?

Accepted Answer

A) competitors' websites 
B) competitors' press releases 
C) appliance brands used by the competition 
D) marketing materials used by the competition 
E) pricing and service structures of the competition

Question 13

One way to neutralize a competitor's proposal is by adding ________ to your own proposal.

Accepted Answer

The answer of One way to neutralize a competitor's proposal...

Question 14

In terms of product knowledge,salespeople:

Accepted Answer

A) can know too much about the products they sell 
B) are often better off appearing to be"in the dark"at times 
C) should provide prospects with limited product information 
D) cannot,generally,know too much about the products they sell 
E) should assume the stance of novice users to develop customer empathy

Question 15

Give the definitions of a feature and a benefit.

Accepted Answer

The answer of Give the definitions of a feature and...

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

When developing a product strategy,the salesperson must:

Accepted Answer

A) review information on consumer motivation 
B) adopt the marketing concept 
C) adopt the sure-win philosophy 
D) consider price above other aspects of the product 
E) use feature-benefit analysis

Question 18

Salespeople who love their products,and possess vast product knowledge,sometimes overload their customers with product data that is neither wanted nor needed. Which term best describes this?

Accepted Answer

A) product integration 
B) win-win selling 
C) customer overload 
D) feature dump 
E) solution selling

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Most written proposals include all of the following components EXCEPT a(n):

Accepted Answer

A) overview 
B) schedule 
C) objective 
D) hypothesis 
E) rationale

Exam 6: Creating Product Solutions

Which term refers to the process by which a salesperson uncovers and clarifies a customer's problem,works with the customer to create a vision of how things could be better,and then develops a plan for implementing the vision?

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

Customers can be a source of product and company information for salespeople because:

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

Many companies believe that salespeople should visit the manufacturing plant and see the production process firsthand.

Leading companies are aggressively automating their quotation management process.

When a salesperson figures out what the customer's problem is,works with the customer to create a vision of a solution,and then comes up with a plan to realize that vision,it is called:

The Whirlpool company most likely created a house filled with company products so that salespeople could:

The product selection process is often referred to as ________.

A salesperson should mention a competing product as soon as possible during the sales presentation to overcome objections.

One way to neutralize a competitor's proposal is by adding ________ to your own proposal.

In terms of product knowledge,salespeople:

Give the definitions of a feature and a benefit.

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

When developing a product strategy,the salesperson must:

Salespeople who love their products,and possess vast product knowledge,sometimes overload their customers with product data that is neither wanted nor needed. Which term best describes this?

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

Most written proposals include all of the following components EXCEPT a(n) :