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Sale
Q:
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. Customers will be put on a waitlist in the order in which the handbag orders are received.
How is this handbag being positioned and differentiated from other handbags similar in manufacturing and look?
A) The handbag is being positioned on price.
B) The handbag is being positioned on exclusivity.
C) The handbag is being positioned on convenience.
D) The handbag is being positioned on design.
E) The handbag is being positioned on versatility.
Q:
A grain supplier to cattle farmers has developed a new grain mixture, Green Grain, with nutritional additives that approximate the nutrient mixture in grass. Farmers who feed their cattle this enriched grain can sell beef and milk that taste similar to grass-fed beef and have many of the nutritional benefits to humans of grass-fed beef or dairy at a significantly lower production cost than actual grass-fed beef or dairy.
Green Grain marketers have established a positioning plan that stresses low price. Salespeople are expected to use transactional selling tactics and offer discounts and allowances to farmers as needed. Which type of discount would most likely be given to a farmer who agrees to put the Green Grain logo on the side of his barn and Green Grain signs along the road near his farm?
A) dealer allowance
B) trade discount
C) seasonal discount
D) promotional allowance
E) functional discount
Q:
A grain supplier to cattle farmers has developed a new grain mixture, Green Grain, with nutritional additives that approximate the nutrient mixture in grass. Farmers who feed their cattle this enriched grain can sell beef and milk that taste similar to grass-fed beef and have many of the nutritional benefits to humans of grass-fed beef or dairy at a significantly lower production cost than actual grass-fed beef or dairy.
Which product-selling strategy would most likely be LEAST effective for selling Green Grain?
A) focusing on creating new markets
B) developing new expectation levels
C) establishing new standards
D) stressing brand superiority
E) changing habits
Q:
A grain supplier to cattle farmers has developed a new grain mixture, Green Grain, with nutritional additives that approximate the nutrient mixture in grass. Farmers who feed their cattle this enriched grain can sell beef and milk that taste similar to grass-fed beef and have many of the nutritional benefits to humans of grass-fed beef or dairy at a significantly lower production cost than actual grass-fed beef or dairy.
What would be the best way to position Green Grain relative to traditional grain?
A) as a higher-priced product that would allow farmers to make greater profits
B) as a higher-priced product that is more socially responsible than traditional grain
C) as an experimental product with which farmers could be the first on the market
D) as a product that exceeds federal standards for cattle feed
E) as a product that stores well throughout the winter
Q:
Abco Realty owns several rental apartment buildings in a working class but safe neighborhood that has recently become popular with young professionals because of its proximity to an express commuter train line. Abco has recently invested in the infrastructure of the buildings, adding laundry rooms, safety features to the lobbies, and new insulated windows to all the units. Because of this, Abco cannot afford to match the unit rental prices of other buildings that have not made improvements.
How should the sales manager of Abco Realty most likely differentiate Abco's units from units offered in other buildings?
A) The sales manager can convince management to cut expenses on basic maintenance so the apartments can be rented at prices matching other buildings in the area.
B) The sales manager can promote the neighborhood as a safe place to live with a rich history.
C) The sales manager can convince the owners of the other buildings in the area to bring their rental prices up to the prices Abco charges.
D) The sales manager can promote Abco apartments as being worth more money because they are safer and have more services.
E) The sales manager can promote Abco apartments as being worth more money because the company has helped raise home values in the area.
Q:
A front desk clerk at a ReView Hotel receives a call from a ReView Gold Rewards Member guest complaining that the wireless Internet in her room is fading in and out. Without Internet access, she won't be able to make her deadline for this business trip.
Why is it most likely important to maintain this guest's satisfaction with the hotel and the front desk clerk?
A) The guest is visiting the ReView Hotel during the off season and is paying a below average rate for the room.
B) The guest is already satisfied with the wireless service, so her cluster of satisfactions will be maintained if she is also satisfied with the hotel and the front desk clerk.
C) The guest's membership in the hotel's rewards club indicates a previous level of satisfaction that should be maintained by the front desk clerk to ensure customer loyalty.
D) The hotel maintains exclusivity through various pricing levels and room features.
E) The clerk is the only employee of the hotel with whom the guest will have contact.
Q:
A front desk clerk at a ReView Hotel receives a call from a ReView Gold Rewards Member guest complaining that the wireless Internet in her room is fading in and out. Without Internet access, she won't be able to make her deadline for this business trip.
What could the desk clerk do to maintain the guest's cluster of satisfactions?
A) The desk clerk cannot do anything, as the desk clerk does not have the technical skills to fix the wireless connection.
B) The desk clerk should not do anything, as the desk clerk is not a salesperson and therefore does not have responsibility for creating the cluster of satisfactions.
C) The desk clerk should offer to put the guest in an empty room as close to the original room as possible, to avoid inconveniencing the guest further.
D) The desk clerk should offer the guest the use of the lobby wireless, which the clerk knows to be problem-free, along with a discount off the charge for the room.
E) The desk clerk should refund the guest's full payment for the hotel room and find the guest a room at another hotel that can guarantee that its wireless service is problem-free.
Q:
Just Candles, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, the owner of Just Candles learns that the same candles that they sell are available from online retailers for at least 10% less. The firm will not be able to survive if customers continue purchasing from competing e-retailers. Just Candles maintains a storefront for selling candles but does not provide other services or products.
Which of the following would most likely be a value-added strategy that could boost sales for Just Candles?
A) eliminating most candle sizes to focus on only tapers
B) visiting commercial customers to give them product brochures
C) offering classes for new customers on decorating with candles
D) lowering prices on all taper candles to compete with e-retailers
E) selling to customers in the local area using a mass marketing campaign
Q:
Just Candles, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, the owner of Just Candles learns that the same candles that they sell are available from online retailers for at least 10% less. The firm will not be able to survive if customers continue purchasing from competing e-retailers. Just Candles maintains a storefront for selling candles but does not provide other services or products.
Which of the following would most likely enable Just Candles to recapture their previous customers and gain new customers?
A) Just Candles could lower their prices on less popular candles to create "loss leaders" that would induce new customers to purchase regularly-priced candles from them.
B) Just Candles could shut down their retail location to cut overhead and move their business to the Internet, where they could charge lower prices and compete with other online candle retailers.
C) Just Candles could send out a mailing to all their customers reminding them that they carry a full line of candles.
D) Just Candles could move their store to a more visible and expensive location in the mall.
E) Just Candles could announce a "candle of the month" program to discount candles that traditionally haven't sold as well as their other candles.
Q:
Salespeople can benefit from viewing every product as being four-dimensional. List the four "possible" products.
Q:
List and describe the three parts of the Product Solutions Selling Model.
Q:
The ________ product refers to what may remain to be done or what is possible.
Q:
The authors of The Discipline of Market Leaders encourage business firms to pick one of the disciplines € best price, best product, or best ________ to distinguish their offering in the marketplace.
Q:
The first step in establishing a product price is to determine the firm's pricing ________.
Q:
Products are born, and then they grow up and become mature. In marketing, this process is known as the ________.
Q:
Today's better educated and more demanding customers are seeking a(n) ________ of satisfactions.
Q:
When setting professional fees, which of the following should LEAST likely be considered?
A) professional experience
B) exclusivity of skills
C) number of channels
D) value to clients
E) target market
Q:
Value creation investments are the highest in:
A) strategic alliance sales
B) transactional sales
C) generic sales
D) consultative sales
E) collaborative sales
Q:
As the level of competition increases, especially in the case of a mature product, salespeople should most likely consider future possibilities, known as the ________ product.
A) expected
B) potential
C) generic
D) value-added
E) well-established
Q:
Yellow Freight Systems must provide clean, well-maintained trucks and well-trained drivers. This is most likely an example of a(n):
A) value-added product
B) generic product
C) potential product
D) expected product
E) customer product
Q:
Research reported in the Harvard Business Review indicates that it is very difficult to build customer loyalty if a firm is selling only the ________ product.
A) generic
B) expected
C) potential
D) value-added
E) sales
Q:
Money that a bank has available for customer loans would be an example of a(n):
A) value-added product
B) expected product
C) generic product
D) potential product
E) customer product
Q:
Low-involvement buyers care mostly about:
A) specifications
B) durability
C) loyalty
D) brand
E) price
Q:
Which of the following most likely covers transportation costs incurred by channel intermediaries?
A) seasonal discount
B) associate allowance
C) trade discount
D) promotional allowance
E) quantity discount
Q:
Which type of price discount would most likely be offered by a ski lodge during the summer months?
A) quality discount
B) seasonal discount
C) promotional allowance
D) associate allowance
E) functional discount
Q:
Which service-quality dimension refers to the knowledge and courtesy of employees?
A) responsiveness
B) empathy
C) reliability
D) tangibles
E) assurance
Q:
Which of the following is NOT a service-quality dimension?
A) responsiveness
B) assurance
C) durability
D) reliability
E) empathy
Q:
Which of the following statements about pricing policies is most likely true?
A) Very few companies maintain a pricing strategy that focuses on meeting competition.
B) Pricing strategies often reflect the opinion of the research department on correct pricing.
C) The ability to offer the lowest price is the most critical factor in the sale of products.
D) Price discounting is a competitive tool available to large numbers of salespeople.
E) Transactional sales rely primarily on personality alignment between buyers and sellers.
Q:
The goal of selling strategies for mature and well-established products is to:
A) change buying habits
B) build desire for the product
C) maintain customer relationships
D) sell more units at a lower price
E) keep sales on an even level
Q:
The goal of selling strategies for new and emerging products is to:
A) encourage current customers to rebuy
B) build desire for the product
C) create customer relationships
D) sell more units at a lower price
E) maintain consumer buying habits
Q:
A salesperson would most likely use a CRM system to:
A) categorize commission rates
B) qualify potential sales leads
C) file corporate bank records
D) monitor competitors' customers
E) send product information to customers
Q:
Which of the following is a factor that determines a product's life cycle stage?
A) the length of time the product sits in the warehouse before shipping
B) the product's benefits and the importance of the needs it fulfills
C) the competitors' compensation structure for salespeople
D) changes in the product's production method
E) the length of time a product has been around
Q:
The stages a product goes through from the time it is first introduced to the market until it is discontinued is called the:
A) natural evolution
B) amortization
C) position
D) product life cycle
E) specific feature
Q:
Which of the following would most likely help a salesperson to position and differentiate a product as better than other products in the market?
A) cost-benefit analysis worksheet
B) ROI calculator
C) competitive analysis worksheet
D) analysis regression
E) statistical model
Q:
In order to bring the Walker Hotel and Convention Center up to industry standards, each guest room was redecorated with new wallpaper, drapes, carpeting, mattresses, and sofas. Melanie Simms, sales manager for the Center, has recommended that guest rooms be upgraded with the addition of wide desks, free wi-fi, and 24-hour room service. From the viewpoint of most business travelers, these changes would result in the creation of a(n):
A) potential product
B) generic product
C) expected product
D) mature product
E) value-added product
Q:
What is the most likely drawback of using too many technical terms during a sales presentation?
A) a salesperson making a misstatement
B) the customer being too intimidated to purchase
C) the customer knowing more about the product than the salesperson
D) the customer wanting a product with fewer capabilities and benefits
E) the customer asking the salesperson difficult questions that cannot be answered
Q:
A good way to determine a customer's satisfactions is to:
A) ask the customer questions about their needs
B) find out what competitors are doing
C) utilize a research database
D) run statistical modeling
E) conduct training sessions
Q:
Becoming familiar with a customer's satisfactions is necessary for a salesperson to move from:
A) transactional selling to product selling
B) solution selling to value-added selling
C) new buy selling to constructive selling
D) product selling to complimentary selling
E) product selling to solution selling
Q:
Satisfactions can come from:
A) research studies done on the product
B) the board of directors of the company
C) any company that makes a competing product
D) the customer who buys the product
E) the salesperson who sells the product
Q:
Customer satisfaction most likely arises from:
A) product price
B) the product itself
C) the company that makes or distributes the product
D) the salesperson who sells and services the product
E) a combination of the product, company, and salesperson
Q:
Creating a value proposition is a way of:
A) choosing prices for products
B) scaling prices to different markets
C) positioning your product in the marketplace
D) keeping your product on the same level as others in the market
E) choosing sales objectives that align with the firm's long-term goals
Q:
Your ability to separate yourself and your product from that of your competitors is referred to as:
A) positioning
B) differentiation
C) value processing
D) product placement
E) marketing alliance
Q:
The positioning process:
A) must be continually modified to match customer wants and needs
B) is a fixed value-added process conducted by the salesperson
C) involves isolation from the competition
D) is performed by the customer in the buying cycle
E) should be performed every five years
Q:
A value proposition is best defined as a:
A) set of benefits a firm promises to deliver to satisfy customer needs
B) demand-based model for structuring the marketing mix
C) strategy for aligning features and prices
D) firm's international positioning strategy
E) function of long term production costs
Q:
Product positioning is largely a function of:
A) product expertise
B) pricing strategies
C) industry standards
D) market segmentation
E) product differentiation
Q:
Which term refers to the decisions and activities that are intended to create and maintain a certain product concept in the customer's mind?
A) feature dumping
B) product positioning
C) product configuration
D) value clustering
E) strategic marketing
Q:
Potential products are more likely to be developed by salespeople who regularly interact with customers.
Q:
The value-added product exists when salespeople meet the customer's expectation.
Q:
Positioning is the set of benefits and values the company promises to deliver to customers to satisfy their needs.
Q:
The generic product is the basic, substantive product you are selling.
Q:
Value creation during the transactional sale is considerable.
Q:
Today, the primary goal of the value-added concept is to add value by lowering the price of the product.
Q:
For a growing number of customers, short-term savings that result from low prices are more important than long-term value.
Q:
A potential consequence of using low-price tactics is lower profits.
Q:
Pricing decisions are made primarily during the introductory stage of the product life cycle and rarely change.
Q:
Mature and well-established products are usually characterized by intense competition as new brands enter the market.
Q:
In most cases, the same sales strategy is used to sell a new and emerging product as a mature, well-established product.
Q:
Advertising directed toward a mass market is usually a good way to position a complex product.
Q:
Salespeople have assumed an important and expanding role in differentiating products.
Q:
People buy products if they fulfill a problem-solving need.
Q:
Salespeople at the dealer level can play an important role in positioning an automobile for competitive advantage.
Q:
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 sales director and consulting team discuss changing the entire sales model for the company by eliminating the sales representatives altogether and allowing customers to order on their own from the company Website. What is the best argument against this plan?
A) The sales representatives rely on the income they receive from their jobs.
B) The products are complex and frequently require product configurations.
C) The company will need to alter its strategy to one based on e-commerce.
D) The products require quotation management systems for tax purposes.
E) A request for proposal is required for all government sales.
Q:
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:
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
Q:
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.
To increase the sales representatives' product knowledge, the sales director arranges for each of them to rotate through the product development department for a month to understand the way the chemicals are developed. What is another department they should rotate through to gain more product knowledge that will help them configure the right mix of products for customers?
A) customer service, so that they can learn how the chemicals are implemented and used by the customer
B) logistics, so that they can understand how the products are delivered
C) billing, so that they understand the problems that arise when customers do not pay promptly
D) warehousing, so they can understand exactly how much room the chemicals take up in storage
E) human resources, so they can understand what characteristics a successful salesperson should have
Q:
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.
After analyzing information gathered from prospects who did not buy from the company, it becomes apparent that prospects felt that the sales representatives did not know about the full line of products they carried or understand their uses. The prospects most likely did not buy because they could not:
A) ensure that the company's billing process was ethical
B) understand what their business objectives were
C) pay the high prices the company was charging
D) store the chemicals once they were delivered
E) trust the sales reps to sell them the correct products
Q:
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:
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
Q:
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.
Which of the following should Clyde most likely emphasize when developing marketing materials for Quick-Clean?
A) environmental impact of Quick-Clean and E-Z Clean washing machines
B) negative aspects of E-Z Clean services in comparison to Quick-Clean
C) benefits to customers of using Quick-Clean
D) statistical data about Quick-Clean sales
E) features offered by Quick-Clean
Q:
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.
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?
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
Q:
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.
The other laundromat, E-Z Clean, offers free pick-up and delivery during a narrow time frame, which is most likely an example of:
A) a product based on a company's resources, not customers' needs
B) a product based on industry information, not company resources
C) a product developed after trial and error
D) a customer-facing sales staff
E) a customer loyalty program
Q:
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?
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
Q:
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?
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
Q:
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.
Sean, a ShipNow salesperson, has a meeting scheduled with Zippy Shoes, an online shoe retailer that ships hundreds of packages each day. Sean is in the process of developing a written proposal that will be included with his sales presentation. Which of the following should most likely be addressed in the "Objective" component of the proposal?
A) how using ShipNow will benefit Zippy Shoes
B) when ShipNow will create value for Zippy Shoes
C) how ShipNow will fulfill obligations to Zippy Shoes
D) which ShipNow features will be available to Zippy Shoes
E) where ShipNow will be able to ship products for Zippy Shoes
Q:
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.
Sean, a ShipNow salesperson, has a meeting scheduled with Zippy Shoes, an online shoe retailer that ships hundreds of packages each day. Sean expects that price will be a significant barrier to closing the sale with Zippy Shoes. What should Sean most likely do to prepare for price objections?
A) Base the Zippy Shoes deal on prices offered to smaller ShipNow customers.
B) Calculate the commission on the Zippy Shoes deal to ensure that it is fair and equitable.
C) Refer all pricing questions to the ShipNow accounting department to ensure an accurate ROI.
D) conduct a cost-benefit analysis to determine the savings Zippy Shoes should expect by using ShipNow.
E) Ask a supervisor for the authorization to set a range of shipping prices for Zippy Shoes that are based on industry standards.
Q:
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.
ShipNow requires every new store salesperson to ride along on deliveries with drivers for two weeks before beginning the sales course necessary to be able to have contact with customers. What is the most likely purpose of the ride-alongs?
A) to enable the salesperson to empathize with drivers
B) to assign a mentor to provide support to the salesperson
C) to help the driver with deliveries during the rushed holiday season
D) to give the salesperson in-depth knowledge of the delivery process
E) to provide a trial period to determine if the salesperson will be a good employee
Q:
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.
What should the salesperson focus on to differentiate ShipNow's product from other shipping services?
A) varying shipping speeds available to ShipNow customers
B) ShipNow's lower than average prices for equally fast shipping speeds
C) ShipNow's Internet tracking of packages through the company Website
D) auxiliary products that ShipNow sells, like boxes, envelopes, and packing tape
E) the added value the salesperson creates by making the shipping process easy for the customer
Q:
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:
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
Q:
Discuss the advantages of having in-depth knowledge of your product.
Q:
Developing a product strategy in the Strategic/Consultative Selling Model involves using three prescriptions for successful sales. List each one.
Q:
A(n) ________ is a transitional phrase that connects a statement of features with a statement of benefits.
Q:
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.