Question 1

Mature and well-established products are usually characterized by intense competition as new brands enter the market.

Accepted Answer

A) True 
 B)False

Question 2

Pricing decisions are made primarily during the introductory stage of the product life cycle.

Accepted Answer

A) True 
 B)False

Question 3

When a salesperson wants to determine a customer's feelings and perceptions about the product, she/he is learning about the:

Accepted Answer

A) value-added product. 
B) positioning. 
C) expected product. 
D) customer's point of view. 
E) generic product. 
A) value-added product. 
B) positioning. 
C) expected product. 
D) customer's point of view. 
E) generic product.

Question 4

Explain the significance of the potential product concept for a salesperson.

Accepted Answer

Potential product is what remains to be

Question 5

When Madeline is proposing her solutions to a customer's needs,she realizes they are buying not only her services,the product she sells,but also:

Accepted Answer

A) peace of mind. 
B) the company she works for. 
C) improved warranties. 
D) after sales service. 
E) new and improved features. 
A) peace of mind. 
B) the company she works for. 
C) improved warranties. 
D) after sales service. 
E) new and improved features.

Question 6

Which of the following statement about positioning products is false?

Accepted Answer

A) It may be necessary to reposition products several time in their life. 
B) Advertising directed toward a mass market will often fail to position a complex product. 
C) Salespeople have assumed an important role in positioning products. 
D) Product positioning applies to both new and existing products. 
E) The best way to position new products is setting a low price. 
A) It may be necessary to reposition products several time in their life. 
B) Advertising directed toward a mass market will often fail to position a complex product. 
C) Salespeople have assumed an important role in positioning products. 
D) Product positioning applies to both new and existing products. 
E) The best way to position new products is setting a low price.

Question 7

List and describe the three parts of the product-selling model.

Accepted Answer

a.Today's product.Meets and exceeds expe

Question 8

How do salespeople play a role in the product positioning strategy?

Accepted Answer

Salespeople can play a role in positioni

Question 9

When Melanie sells new innovative products,she is often faced with the challenge of:

Accepted Answer

A) developing a new sales presentation. 
B) gathering competitive information. 
C) gathering product information. 
D) creating a new level of expectation. 
E) lowering the price. 
A) developing a new sales presentation. 
B) gathering competitive information. 
C) gathering product information. 
D) creating a new level of expectation. 
E) lowering the price.

Question 10

Products are born,grow up,mature,and grow old.In marketing,this process is known as ________.

Accepted Answer

The answer of Products are born,grow up,mature,and grow old.In marketing,this...

Question 11

Intangibles elements can be used to position a product.

Accepted Answer

A) True 
 B)False

Question 12

The salesperson should emphasize building strong relationships with customers when selling mature and more well-established products.

Accepted Answer

A) True 
 B)False

Question 13

In order to be competitive and achieve customer loyalty,a salesperson should sell:

Accepted Answer

A) the generic product. 
B) the expected product. 
C) the most technologically advanced product. 
D) the value-added product. 
E) at the most competitive price. 
A) the generic product. 
B) the expected product. 
C) the most technologically advanced product. 
D) the value-added product. 
E) at the most competitive price.

Question 14

Product positioning is a concept that applies only to new products.

Accepted Answer

A) True 
 B)False

Question 15

What prospects does the new economy have for the future of personal selling?

Accepted Answer

Value-added strategies will become more

Question 16

Once a positioning strategy has been developed it should remain constant through out the life cycle of that product.

Accepted Answer

A) True 
 B)False

Question 17

For a growing number of customers,short-term savings that result from low prices are more important than long-term value.

Accepted Answer

A) True 
 B)False

Question 18

The more complex the product,the greater the role of mass advertising as opposed to personal selling in positioning it.

Accepted Answer

A) True 
 B)False

Question 19

Customer satisfaction arises from:

Accepted Answer

A) the product itself. 
B) what others think about them owning the product. 
C) the salesperson who sells and services the product. 
D) a combination of the product,company,and salesperson. 
E) the company that makes or distributes the product. 
A) the product itself. 
B) what others think about them owning the product. 
C) the salesperson who sells and services the product. 
D) a combination of the product,company,and salesperson. 
E) the company that makes or distributes the product.

Question 20

Sarah works in a very competitive industry.She often works hard to distinguish herself and her products from the competition.She does this by offering her customers:

Accepted Answer

A) the generic product. 
B) a value-added product. 
C) a list of configuration options. 
D) a potential product. 
E) the expected product. 
A) the generic product. 
B) a value-added product. 
C) a list of configuration options. 
D) a potential product. 
E) the expected product.

Mature and well-established products are usually characterized by intense competition as new brands enter the market.

Pricing decisions are made primarily during the introductory stage of the product life cycle.

When a salesperson wants to determine a customer's feelings and perceptions about the product, she/he is learning about the:

Explain the significance of the potential product concept for a salesperson.

When Madeline is proposing her solutions to a customer's needs,she realizes they are buying not only her services,the product she sells,but also:

Which of the following statement about positioning products is false?

List and describe the three parts of the product-selling model.

How do salespeople play a role in the product positioning strategy?

When Melanie sells new innovative products,she is often faced with the challenge of:

Products are born,grow up,mature,and grow old.In marketing,this process is known as ________.

Intangibles elements can be used to position a product.

The salesperson should emphasize building strong relationships with customers when selling mature and more well-established products.

In order to be competitive and achieve customer loyalty,a salesperson should sell:

Product positioning is a concept that applies only to new products.

What prospects does the new economy have for the future of personal selling?

Once a positioning strategy has been developed it should remain constant through out the life cycle of that product.

For a growing number of customers,short-term savings that result from low prices are more important than long-term value.

The more complex the product,the greater the role of mass advertising as opposed to personal selling in positioning it.

Customer satisfaction arises from:

Sarah works in a very competitive industry.She often works hard to distinguish herself and her products from the competition.She does this by offering her customers:

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

Mature and well-established products are usually characterized by intense competition as new brands enter the market.

Pricing decisions are made primarily during the introductory stage of the product life cycle.

When a salesperson wants to determine a customer's feelings and perceptions about the product, she/he is learning about the:

Explain the significance of the potential product concept for a salesperson.

When Madeline is proposing her solutions to a customer's needs,she realizes they are buying not only her services,the product she sells,but also:

Which of the following statement about positioning products is false?

List and describe the three parts of the product-selling model.

How do salespeople play a role in the product positioning strategy?

When Melanie sells new innovative products,she is often faced with the challenge of:

Products are born,grow up,mature,and grow old.In marketing,this process is known as ________.

Intangibles elements can be used to position a product.

The salesperson should emphasize building strong relationships with customers when selling mature and more well-established products.

In order to be competitive and achieve customer loyalty,a salesperson should sell:

Product positioning is a concept that applies only to new products.

What prospects does the new economy have for the future of personal selling?

Once a positioning strategy has been developed it should remain constant through out the life cycle of that product.

For a growing number of customers,short-term savings that result from low prices are more important than long-term value.

The more complex the product,the greater the role of mass advertising as opposed to personal selling in positioning it.

Customer satisfaction arises from:

Sarah works in a very competitive industry.She often works hard to distinguish herself and her products from the competition.She does this by offering her customers:

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