Question 1

When customers ask,"What is the anticipated rate of return on this mutual fund?" they are requesting product information from the category of:

Accepted Answer

A) performance data 
B) product design 
C) manufacturing process 
D) product application 
E) quality improvement 
A) performance data 
B) product design 
C) manufacturing process 
D) product application 
E) quality improvement

Question 2

Which of the following is most likely true of sales letters?

Accepted Answer

A) Sales letters should use the same format as an email. 
B) Sales letters should minimize the use of white space. 
C) Most sales letters include not more than two paragraphs. 
D) Because a sales letter is an introduction,formal language is unnecessary. 
E) The use of the personal pronoun "I" should be minimized as much as possible. 
A) Sales letters should use the same format as an email. 
B) Sales letters should minimize the use of white space. 
C) Most sales letters include not more than two paragraphs. 
D) Because a sales letter is an introduction,formal language is unnecessary. 
E) The use of the personal pronoun "I" should be minimized as much as possible.

Question 3

The product selection process is often referred to as "product configuration."

Accepted Answer

A) True 
 B)False

Question 4

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,9-5.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.
-What service could Clyde most likely offer to eliminate stress for his customers that his competitor does not offer?

Accepted Answer

A) free fabric softener on any drop-off order 
B) free pick-up and delivery Monday to Friday from 9 am to 5 pm 
C) free pick-up and delivery seven days a week from 6 am to 11 pm 
D) drop-off and pick-up of laundry only on weekends,when customers are not as stressed 
E) keeping the laundromat open 24 hours a day 
A) free fabric softener on any drop-off order 
B) free pick-up and delivery Monday to Friday from 9 am to 5 pm 
C) free pick-up and delivery seven days a week from 6 am to 11 pm 
D) drop-off and pick-up of laundry only on weekends,when customers are not as stressed 
E) keeping the laundromat open 24 hours a day

Question 5

Quotation management software enables firms to prepare written proposals that comply with federal RFP guidelines.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A salesperson whose product knowledge is

Question 7

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with the closing rate of sales representatives relative to the number of prospects.The sales director commissioned a research company to 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 hired a sales training consultant 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,the training consultant recommends that the sales representatives learn more about:

Accepted Answer

A) customers' business plans 
B) competitor companies' products and pricing 
C) management's five-year plan 
D) the history of the lumber industry 
E) the close rates of other sales reps in the company 
A) customers' business plans 
B) competitor companies' products and pricing 
C) management's five-year plan 
D) the history of the lumber industry 
E) the close rates of other sales reps in the company

Question 8

Throughout the sales presentation,it is usually best to:

Accepted Answer

A) describe the weakness of competing products frequently 
B) discuss competing products even if you are unfamiliar with them 
C) avoid shifting attention away from your product to competing products 
D) refuse to answer any questions about competing products 
E) be proactive about discussing competing products 
A) describe the weakness of competing products frequently 
B) discuss competing products even if you are unfamiliar with them 
C) avoid shifting attention away from your product to competing products 
D) refuse to answer any questions about competing products 
E) be proactive about discussing competing products

Question 9

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,9-5.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.
-Given Clyde's observations about his customers,which of the following would be the best product configuration to increase Quick-Clean business?

Accepted Answer

A) offering extended hours and free pick-up and delivery of laundry 
B) training employees to fold clothes in a distinctive pattern 
C) using bags labeled with the laundromat logo and address 
D) using floral-scented laundry detergent on all orders 
E) hiring workers with extensive laundry experience 
A) offering extended hours and free pick-up and delivery of laundry 
B) training employees to fold clothes in a distinctive pattern 
C) using bags labeled with the laundromat logo and address 
D) using floral-scented laundry detergent on all orders 
E) hiring workers with extensive laundry experience

Question 10

The written proposal is best described as a(n):

Accepted Answer

A) government formality that customers do not read 
B) standardized document that highlights pricing 
C) opportunity to demonstrate writing skills 
D) plan of action based on facts and assumptions 
E) analysis of competing products and services 
A) government formality that customers do not read 
B) standardized document that highlights pricing 
C) opportunity to demonstrate writing skills 
D) plan of action based on facts and assumptions 
E) analysis of competing products and services

Question 11

Paula Hillison sells a line of copy machines that feature a "quick change" toner cartridge.The empty toner cartridge can be replaced quickly,without any mess,in a matter of seconds.Which of the following statements represents the most effective presentation of this feature?

Accepted Answer

A) "We have recently developed the only office copy machine that features a quick change toner cartridge." 
B) "After years of research and development,our engineers have developed a quick change toner cartridge." 
C) "If you purchase one of our copy machines,you will enjoy the benefits of a quick change toner cartridge." 
D) "All of our copy machines are equipped with a quick change toner cartridge,which means you no longer waste time replacing an empty toner cartridge." 
E) "We have set a new industry standard with the quick change toner cartridge." 
A) "We have recently developed the only office copy machine that features a quick change toner cartridge." 
B) "After years of research and development,our engineers have developed a quick change toner cartridge." 
C) "If you purchase one of our copy machines,you will enjoy the benefits of a quick change toner cartridge." 
D) "All of our copy machines are equipped with a quick change toner cartridge,which means you no longer waste time replacing an empty toner cartridge." 
E) "We have set a new industry standard with the quick change toner cartridge."

Question 12

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

Accepted Answer

A) organizational value 
B) organizational culture 
C) mission statement 
D) strategic philosophy 
E) corporate vision 
A) organizational value 
B) organizational culture 
C) mission statement 
D) strategic philosophy 
E) corporate vision

Question 13

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.

Accepted Answer

The answer of In a sales presentation,your knowledge of the...

Question 14

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

Question 15

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.
-The ShipNow salesperson's job is most likely to:

Accepted Answer

A) convince the customer into shipping everything with ShipNow 
B) provide a solution for the customer's complex shipping needs 
C) explain the packaging features offered by ShipNow 
D) describe the many services offered by ShipNow 
E) build rapport with the customer 
A) convince the customer into shipping everything with ShipNow 
B) provide a solution for the customer's complex shipping needs 
C) explain the packaging features offered by ShipNow 
D) describe the many services offered by ShipNow 
E) build rapport with the customer

Question 16

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 17

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

Accepted Answer

A) assumes the customer will definitely buy 
B) conveys an informal tone 
C) keeps the focus on the customer 
D) should be avoided if possible 
E) follows standard business letter format 
A) assumes the customer will definitely buy 
B) conveys an informal tone 
C) keeps the focus on the customer 
D) should be avoided if possible 
E) follows standard business letter format

Question 18

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with the closing rate of sales representatives relative to the number of prospects.The sales director commissioned a research company to 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 hired a sales training consultant to analyze the sales representatives and the training they receive.
-The training consultant finds that the sales representatives do not have a strong product strategy.Without a proper product strategy,sales representatives are most likely unable to:

Accepted Answer

A) choose the correct products to sell to the customer 
B) develop a marketing campaign for a given product 
C) sell a product whether the customer needs it or not 
D) fulfill an order once it has been placed 
E) contact customers quickly 
A) choose the correct products to sell to the customer 
B) develop a marketing campaign for a given product 
C) sell a product whether the customer needs it or not 
D) fulfill an order once it has been placed 
E) contact customers quickly

Question 19

________ refers to the distinct norms,beliefs,behaviors,and work patterns of a company.

Accepted Answer

Organizati

Question 20

Customized service agreements add value to a sale by:

Accepted Answer

A) allowing salespeople to charge more money for features that are usually free 
B) requiring salespeople to spend more time with customers 
C) convincing customers to spend more money on longer terms 
D) incorporating the customer's special priorities,feelings,and needs 
E) requiring that customers trust salespeople to keep their verbal promises 
A) allowing salespeople to charge more money for features that are usually free 
B) requiring salespeople to spend more time with customers 
C) convincing customers to spend more money on longer terms 
D) incorporating the customer's special priorities,feelings,and needs 
E) requiring that customers trust salespeople to keep their verbal promises

When customers ask,"What is the anticipated rate of return on this mutual fund?" they are requesting product information from the category of:

Which of the following is most likely true of sales letters?

The product selection process is often referred to as "product configuration."

Quotation management software enables firms to prepare written proposals that comply with federal RFP guidelines.

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

Throughout the sales presentation,it is usually best to:

The written proposal is best described as a(n):

Paula Hillison sells a line of copy machines that feature a "quick change" toner cartridge.The empty toner cartridge can be replaced quickly,without any mess,in a matter of seconds.Which of the following statements represents the most effective presentation of this feature?

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

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.

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

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. -The ShipNow salesperson's job is most likely to:

Successful sales presentations convert product features into:

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

________ refers to the distinct norms,beliefs,behaviors,and work patterns of a company.

Customized service agreements add value to a sale by:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

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

When customers ask,"What is the anticipated rate of return on this mutual fund?" they are requesting product information from the category of:

Which of the following is most likely true of sales letters?

The product selection process is often referred to as "product configuration."

Quotation management software enables firms to prepare written proposals that comply with federal RFP guidelines.

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

Throughout the sales presentation,it is usually best to:

The written proposal is best described as a(n):

Paula Hillison sells a line of copy machines that feature a "quick change" toner cartridge.The empty toner cartridge can be replaced quickly,without any mess,in a matter of seconds.Which of the following statements represents the most effective presentation of this feature?

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

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.

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

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. -The ShipNow salesperson's job is most likely to:

Successful sales presentations convert product features into:

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

________ refers to the distinct norms,beliefs,behaviors,and work patterns of a company.

Customized service agreements add value to a sale by:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

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