Develop a customized customer solution

Question

Assignment:

Question 1. Eric Villa obtained a license to sell real estate, and then accepted a sales position with a local Century 21 agency. To prepare for this new position, he purchased and read a research report entitled "Buying Habits of Today's Home Buyers." Mr. Villa is most likely attempting to develop a _____.

1. presentation strategy
2. product strategy
3. customer strategy
4. relationship strategy
5. price strategy

Question 2. A partnership is beneficial for both parties because the successive sales are _____.

1. equal to the initial sales
2. greater than the initial or repeat sales
3. not necessarily guaranteed
4. a function of the price of the product
5. transactional in nature

Question 3. Ray Fernández is a sales representative employed by Computer Resources, a computer supplier that develops customer solutions that combine computer hardware, software, installation, and training. When Ray brings together many parts of the company's product mix in order to develop a customized customer solution, this is referred to as _____.

1. developing a product configuration
2. establishing a strategic priority
3. qualifying product benefits
4. quantifying product features
5. creating a value statement

Question 4. The duties of inside salespeople may overlap heavily with the duties of _____.

1. sales managers
2. account managers
3. product developers
4. supply buyers
5. internal auditors

Question 5. Mark is a sales representative for Keller Kleaners, a leading professional commercial laundry service provider in the Chicago area. While en route to a customer meeting in Urbana, Mark notices the local hotel is under new management. He decides to stop in and talks to the Jill the facility manager. Unfortunately, Mark is only able to meet with Tina, Jill's assistant. After a brief introduction and exchange of business cards, Tina sets up a meeting for Mark with Jill for the following Tuesday. At this point, Jill in best described as a _____.

1. suspect
2. prospect
3. qualified lead
4. lead
5. potential customer

Question 6. How would a CRM system most likely enable a salesperson to facilitate relationship building with numerous customers?

1. Projecting a professional image on social media sites
2. Using letter templates to convey information
3. Developing leads for potential new sales
4. Integrating numerous accounting tasks
5. Adding value to mature products

Question 7. Which is most likely true regarding the differences between consumer and organizational buyers?

1. Consumer buyers focus on complex, technical specifications, while organizational buyers focus on brand reputation.
2. Consumers purchase for household consumption, while organizational buyers purchase for personal consumption.
3. Consumer decisions are usually made by individuals, while organizational decisions are frequently made by several people.
4. Consumer purchases are based primarily on rational criteria, while organizational purchases are based primarily on emotional responses to products or promotions.
5. Consumers mostly engage in a lengthy decision process, while organizational buyers make quick decisions.

Question 8. Which of the following is a factor that would motivate a rational buyer?

1. Prestige
2. Nostalgia
3. Celebrity endorsement
4. Durability
5. Branding

Question 9. Successful sales presentations convert product features into _____.

1. closed sales
2. buyer benefits
3. product applications
4. selling appeals
5. research statistics

Question 10. Which of the following statements regarding general and specific benefits is most likely true?

1. Benefit statements linked to explicit needs are not especially effective for complex sales.
2. A feature statement is general, but any benefit is specific when presented as an advantage.
3. A general benefit is a product feature for which the buyer has not expressed a need.
4. Experienced sales people focus on bringing attention to a product's general benefits.
5. Highlighting as many general benefits as possible during a presentation tends to lead to a sale.