Question 1

Salespeople can benefit from viewing every product as being four-dimensional.List the four "possible" products.

Accepted Answer

a.Generic product
b.

Question 2

When selling new and emerging products,the emphasis of the product strategy should be on:

Accepted Answer

A) brand comparisons. 
B) developing relationships with customers. 
C) removing cognitive dissonance about the new product. 
D) creating desire for the new product. 
E) managing expectations about the new product. 
A) brand comparisons. 
B) developing relationships with customers. 
C) removing cognitive dissonance about the new product. 
D) creating desire for the new product. 
E) managing expectations about the new product.

Question 3

The worksheet used to achieve product differentiation,understand competition,and prepare an effective value proposition is called a:

Accepted Answer

A) SWOT analysis worksheet. 
B) Competitive Advantage worksheet. 
C) Strategic Selling worksheet. 
D) Total Product worksheet. 
E) Competitive Analysis worksheet. 
A) SWOT analysis worksheet. 
B) Competitive Advantage worksheet. 
C) Strategic Selling worksheet. 
D) Total Product worksheet. 
E) Competitive Analysis worksheet.

Question 4

Which of the following statements about pricing policies is false?

Accepted Answer

A) Low price means more value in transactional selling. 
B) Some companies maintain a pricing strategy that focuses on meeting competition. 
C) Economic theory says that more people will want a product at a lower price than at a higher price. 
D) The ability to offer the lowest price is usually the most critical factor in the sale of products and services. 
E) Pricing strategies often reflect the product's position in the product life cycle. 
A) Low price means more value in transactional selling. 
B) Some companies maintain a pricing strategy that focuses on meeting competition. 
C) Economic theory says that more people will want a product at a lower price than at a higher price. 
D) The ability to offer the lowest price is usually the most critical factor in the sale of products and services. 
E) Pricing strategies often reflect the product's position in the product life cycle.

Question 5

Taylor has worked with some products for several years.He noticed that they all had distinct life cycle shapes.These different life cycles could be caused by factors other than:

Accepted Answer

A) competitive actions,including price changes. 
B) each product's perceived advantage over substitutes. 
C) his sales presentations. 
D) changes in technology,fashion,or demographics. 
E) effectiveness of competing promotions. 
A) competitive actions,including price changes. 
B) each product's perceived advantage over substitutes. 
C) his sales presentations. 
D) changes in technology,fashion,or demographics. 
E) effectiveness of competing promotions.

Question 6

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) adoption curving. 
C) potential product. 
D) product positioning. 
E) value-added concept. 
A) product life cycle. 
B) adoption curving. 
C) potential product. 
D) product positioning. 
E) value-added concept.

Question 7

Customer Relationship Management (CRM)can be an effective tool to provide value-added products to customers.

Accepted Answer

A) True 
 B)False

Question 8

Devon's customers want information on the product,the company and the salesperson.In this case they are seeking:

Accepted Answer

A) strategic selling. 
B) customer-oriented selling. 
C) a cluster of satisfaction. 
D) value-based selling. 
E) transactional selling. 
A) strategic selling. 
B) customer-oriented selling. 
C) a cluster of satisfaction. 
D) value-based selling. 
E) transactional selling.

Question 9

The generic product is the basic,substantive product you are selling.

Accepted Answer

A) True 
 B)False

Question 10

The objective of conducting a competitor analysis as part of the product strategy is to:

Accepted Answer

A) develop a strategy to overcome the price objections. 
B) reposition the product. 
C) maximize cluster of satisfactions of the buyer. 
D) help with the close of the sale. 
E) develop a marketing strategy. 
A) develop a strategy to overcome the price objections. 
B) reposition the product. 
C) maximize cluster of satisfactions of the buyer. 
D) help with the close of the sale. 
E) develop a marketing strategy.

Question 11

When Jennifer makes decisions,engages in activities,and communicates with the purpose to create and maintain her firm's intended product concept in her customer's mind,she is engaging in:

Accepted Answer

A) brand imaging. 
B) relationship positioning. 
C) product management. 
D) product positioning. 
E) relationship management. 
A) brand imaging. 
B) relationship positioning. 
C) product management. 
D) product positioning. 
E) relationship management.

Question 12

When Dimitri offers a price discount to Kim for buying larger quantity of product,he is offering a:

Accepted Answer

A) price discount. 
B) deal. 
C) quantity discount. 
D) trade discount. 
E) illegal discount. 
A) price discount. 
B) deal. 
C) quantity discount. 
D) trade discount. 
E) illegal discount.

Question 13

Which of the following product selling strategies is least important when selling mature and well-established products?

Accepted Answer

A) provide outstanding customer service 
B) point out unique features 
C) emphasize brand superiority 
D) emphasize company superiority 
E) change customer habits 
A) provide outstanding customer service 
B) point out unique features 
C) emphasize brand superiority 
D) emphasize company superiority 
E) change customer habits

Question 14

Salespeople who focus on transactional selling will be the ones best able to compete with online vendors in the future.

Accepted Answer

A) True 
 B)False

Question 15

The first step in establishing a product price is to determine the firm's pricing ________.

Accepted Answer

The answer of The first step in establishing a product...

Question 16

The objective of product differentiation is to:

Accepted Answer

A) to make the selling job easier. 
B) make your product unique and create a competitive advantage. 
C) to reposition your product in the consumer's mind. 
D) to maximize customer satisfaction. 
E) to discourage price comparisons. 
A) to make the selling job easier. 
B) make your product unique and create a competitive advantage. 
C) to reposition your product in the consumer's mind. 
D) to maximize customer satisfaction. 
E) to discourage price comparisons.

Question 17

In relationship selling,when you invest in developing a good understanding of the customer's needs and problems,it is called:

Accepted Answer

A) positioning. 
B) perception analysis. 
C) customer satisfaction. 
D) win-win strategy. 
E) value creation. 
A) positioning. 
B) perception analysis. 
C) customer satisfaction. 
D) win-win strategy. 
E) value creation.

Question 18

When selling in mature markets or selling well-established products,a salesperson should:

Accepted Answer

A) provide free trials of the product. 
B) provide more product information. 
C) develop relationship with customers. 
D) do brand comparisons. 
E) provide price discounts. 
A) provide free trials of the product. 
B) provide more product information. 
C) develop relationship with customers. 
D) do brand comparisons. 
E) provide price discounts.

Question 19

The proper sequence of the Total Product Concept,from the perspective of increasing customer value is:

Accepted Answer

A) generic,value-added,expected,potential 
B) potential,generic,value-added,expected 
C) generic,expected,value-added,potential 
D) value-added,expected,generic,potential 
E) potential,value-added,generic,expected 
A) generic,value-added,expected,potential 
B) potential,generic,value-added,expected 
C) generic,expected,value-added,potential 
D) value-added,expected,generic,potential 
E) potential,value-added,generic,expected

Question 20

In today's marketing environment,it is not possible to simply provide the:

Accepted Answer

A) generic product. 
B) intangible product. 
C) tangible product. 
D) expected product. 
E) lower priced product. 
A) generic product. 
B) intangible product. 
C) tangible product. 
D) expected product. 
E) lower priced product.

Salespeople can benefit from viewing every product as being four-dimensional.List the four "possible" products.

When selling new and emerging products,the emphasis of the product strategy should be on:

The worksheet used to achieve product differentiation,understand competition,and prepare an effective value proposition is called a:

Which of the following statements about pricing policies is false?

Taylor has worked with some products for several years.He noticed that they all had distinct life cycle shapes.These different life cycles could be caused by factors other than:

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:

Customer Relationship Management (CRM)can be an effective tool to provide value-added products to customers.

Devon's customers want information on the product,the company and the salesperson.In this case they are seeking:

The generic product is the basic,substantive product you are selling.

The objective of conducting a competitor analysis as part of the product strategy is to:

When Jennifer makes decisions,engages in activities,and communicates with the purpose to create and maintain her firm's intended product concept in her customer's mind,she is engaging in:

When Dimitri offers a price discount to Kim for buying larger quantity of product,he is offering a:

Which of the following product selling strategies is least important when selling mature and well-established products?

Salespeople who focus on transactional selling will be the ones best able to compete with online vendors in the future.

The first step in establishing a product price is to determine the firm's pricing ________.

The objective of product differentiation is to:

In relationship selling,when you invest in developing a good understanding of the customer's needs and problems,it is called:

When selling in mature markets or selling well-established products,a salesperson should:

The proper sequence of the Total Product Concept,from the perspective of increasing customer value is:

In today's marketing environment,it is not possible to simply provide the:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

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 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 7: Product-Selling Strategies That Add Value

Salespeople can benefit from viewing every product as being four-dimensional.List the four "possible" products.

When selling new and emerging products,the emphasis of the product strategy should be on:

The worksheet used to achieve product differentiation,understand competition,and prepare an effective value proposition is called a:

Which of the following statements about pricing policies is false?

Taylor has worked with some products for several years.He noticed that they all had distinct life cycle shapes.These different life cycles could be caused by factors other than:

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:

Customer Relationship Management (CRM)can be an effective tool to provide value-added products to customers.

Devon's customers want information on the product,the company and the salesperson.In this case they are seeking:

The generic product is the basic,substantive product you are selling.

The objective of conducting a competitor analysis as part of the product strategy is to:

When Jennifer makes decisions,engages in activities,and communicates with the purpose to create and maintain her firm's intended product concept in her customer's mind,she is engaging in:

When Dimitri offers a price discount to Kim for buying larger quantity of product,he is offering a:

Which of the following product selling strategies is least important when selling mature and well-established products?

Salespeople who focus on transactional selling will be the ones best able to compete with online vendors in the future.

The first step in establishing a product price is to determine the firm's pricing ________.

The objective of product differentiation is to:

In relationship selling,when you invest in developing a good understanding of the customer's needs and problems,it is called:

When selling in mature markets or selling well-established products,a salesperson should:

The proper sequence of the Total Product Concept,from the perspective of increasing customer value is:

In today's marketing environment,it is not possible to simply provide the:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

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 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