These are sales principles questions but there is no tab to choose for marketing!!

QUESTION 1 In general, a salesperson should not refer to the competition during the sales presentation. True False QUESTION 2 It is important to get a sense of the customer's understanding of the product solutions being presented, as it will help avoid the danger of overwhelming the customer with facts and figures. o True o False QUESTION 3 Which of the following sets of prescription is best-fit for developing a product strategy, under the strategic/consultative-selling model? O Adopt marketing concept Value personal selling Become a problem solver/partner O Maintain high ethical standards Project professional image Manage the relationship process Become a product expert Sell benefits Configure value-added solutions o Understand the buying process Understand buyer behavior Develop prospect base QUESTION 4 Which of the following is the process by which the salesperson uncovers and clarifies a customer's problem, works with the customer to create a vision of how things could be better, and then develops a plan for implementing the vision? O Problem identification. O Brainstorming O Solution selling O Relationship mangement. QUESTIONS When a customer asks you to directly compare your company's product to those of the competitors, you should: Criticize or put-down the competitors' products, so that your company's products look better. O Avoid and deflect the request. State that you don't know about the details of the competitors' products, and, therefore, cannot comment on them. Stick to the facts and avoid emotional comments about weaknesses of the competitors' prodcuts. QUESTION 6 In sales speak, feature and benefit of the product are one and the same. o True o False