1. Throughout the sales presentation, it is usually best to: A) discuss the weakness of competing products. B) refuse to discuss competing products. C) avoid shifting the focus of attention away from your product to competing products. D) discuss competing products even if you are not familiar with these items. E) discuss the competing products rst, to better position your product's strengths. 2. refers to a collection of beliefs, behaviours, and work patterns held in common by people employed by a specic rm. A) Organizational culture B) Organizational value C) A value m D) A mission statement E) Company philosophy 3. Developing a product strategy is very important in which of the following buying situations? A) Personal buying B) Service buying C) Strategic alliance buying D) Impulse buying E) Transactional buying 4. Which of the following statements about product knowledge is true? A) Knowledge of one's product or service is not important in all areas of professional selling. B) Research conducted by Whirlpool Corp. indicates that product knowledge received the least attention by firms in the study. C) Complexity and variety of products available and the increasing number of new products complicate the buying process. D) Respondents to a Learning International study felt that training should stress company history over any other area. E) Rutgers Group believes that all employees should be able to pass a test on product WWI". knowledge before interfacing with the customer. 5. Which behaviour is appropriate when discussing the competition? A) Answering questions about the competition even if you are unsure so that you are perceived as helpful and knowledgeable B) Saying "I don't know" if you are not sure about a specic question about the competition C) Asking customers what their opinions are about the competition SPROTT SHAW COLLEGE PAGE 1 OF 4 0521\\OPEN QUIZ-6\\BUSINESS OPEN QUIZ 6 SHAW COLLEGE MK121 SALES STRATEGIES 2021 i TO TEA CH TO GUIDE TO LEARN i D) Expressing your feelings about the competition E) Voluntarily initiating a discussion about the competition 6. When customers ask, " What is the estimated annual energy consumption for this model re'igerator? " they are requesting product information from which category? A) Manufacturing processes B) Product applications C) Product design D) Commodity exchange specications E) Performance data and specications 7. Successful sales presentations translate product features into: A) functional attributes. B) closed sales. C) selling appeals. D) product applications. E) buyer benefits. 8. Jillian Cho sells a line of copy machines that feature a "quick change" toner cartridge. The empty 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) "After years of research and development, our engineers developed the quick change toner cartridge." B) "Our copy machines are better than the ones made by competition." C) "If you purchase one of our copy machines, you will enjoy the benefits of a quick change toner cartridge." D) "We have recently developed the only office copy machine that features a quick change toner cartridge." E) "All of our copy machines are equipped with the quick change toner cartridge which means you no longer waste time replacing an empty toner cartridge." 9. Which of the following is a buyer benefit that could be used when selling automobile tires? A) Steel belted B) 60 000 kilometer rating C) Made in Canada D) Improved gas mileage E) Service in all ten provinces 10. All of the following are examples of performance data, except: A) the EnerGuide verification label. B) a label on a storm window that indicates the product's "R" value. C) a window sticker on an automobile which lists the estimated fuel consumption. D) a mutual fund with returns of about 28% on average over the last five years.10. All of the following are examples of performance data, except: A) the EnerGuide verication label. B) a label on a storm window that indicates the product's "R" value. C) a window sticker on an automobile which lists the estimated fuel consumption. D) a mutual fund with returns of about 28% on average over the last ve years. SPROTT SHAW COLLEGE PAGE 2 OF 4 0521\\OPEN QUIZ6\\BUS|NESS OPEN QUIZ 6 MK121 SALES STRATEGIES 2021 i i TO TEACH To GUIDE To LEARN i _________________________________________________________________________________________________________________________________________________________ SHAW COLLEGE E) a list of product service centres available to customers. 11. Which of the following statements regarding buyer benets is true? A) A feature is whatever provides the consumer with personal advantage or gain. B) Prospects usually display about equal interest in features and benets. C) People do not buy benets, they buy features. D) If a buyer has a need, a feature can be designed to meet that need. E) A benet provides the consumer with personal advantage or gain. 12. In terms of amount and type of product information given to a customer, a salesperson should: A) give information on every feature of the product. B) give as little information as possible about the product. C) give information on his and competitors' products. D) give information on specic features the customer needs and wants. E) give information on what the customer asks. 13. When developing a product strategy, the salesperson must: A) adopt the functional attribute model. B) use featurebenefit analysis. C) review information on consumer motivation. D) adopt the doublewin philosophy. E) adopt marketing concepts. 14. Raymond Trent is a sales representative employed by Computer Resources, a computer supplier that develops customer solutions that combine computer hardware, software, installation, and training. When he brings together many parts of the company's product mix in order to develop a custom-tted solution, this product selection process is referred to as: A) quantifying product features. B) quantifying product benets. C) developing a product configuration. D) mass customization. E) establishing a product priority. 15. A manufacturer tests, modies, and retests an original idea several times before it is offered to the consumer. What is this manufacturing state called? A) Reluctant marketing B) Performance data C) Product development D) Product application E) Manufacturing process 16. Which of the following statements about sources of product knowledge is false? A) Plant tours would be of little value to more senior, experienced salespeople. SPROTT SHAW COLLEGE PAGE 3 OF 4 0521\\0PEN QUIZ-6\\BUS|NESS OPEN QUIZ s : MK121 SALES STRATEGIES 2021 i TO TEA CH TO GUIDE TO LEARN J' B) Many companies believe that salespeople should visit the manufacturing plant and see the production process. C) Most companies prepare literature that provides detailed descriptions of their product. D) Sales training meetings provide knowledge about both products and product users. E) Salespeople should be encouraged to use and observe the product. 17. Identifying product features and then converting these features to buyer benets is an integral part of which style of selling? A) Functional attribute selling B) Product-style selling C) Marketing-style selling D) Consultative style selling E) Analysis-style selling 18. Ariel believes it is important to employ a product strategy. In addition to being a product expert she should: A) adopt a double win philosophy. B) practice communication-style flexing. C) sell the benefits of her products. D) know the personalities of her clients. E) know about the industry. 19. Hector considers a product strategy one of his foundation beliefs as a professional salesperson. In addition to selling benefits, he should: A) adopt the marketing concept. B) practice communication-style flexing. C) understand the buyer's personality. D) sell the solution. E) configure value-added solutions. 20. With so many products for customers to choose from, Lina feels that: A) selling the extended warranty is useful in customer satisfaction. B) price is the most important factor in the decision process. C) being customer-oriented wins the sale. D) thorough product knowledge adds value. E) practicing communication-style flexing determines the sale