Question 1

A product benefit is whatever provides the customer with personal advantage or gain.

Accepted Answer

A product benefit is indeed whatever provides the customer with personal advantage or gain. This could be in the form of convenience, better health, improved appearance, cost savings, or any other positive outcome that the product can deliver to the customer.

Question 2

Solution selling begins with understanding the customer's problem.

Accepted Answer

Solution selling is a customer-focused approach that involves identifying the customer's specific problem or pain point and offering a customized solution to meet their unique needs. By understanding the customer's problem, a salesperson can tailor their pitch to address the specific challenges or constraints the customer is facing, which can increase the likelihood of a successful sale.

Question 3

Most customers will not be upset if you direct critical comments toward the competition.

Accepted Answer

Directing critical comments toward the competition can be viewed as unprofessional and may upset customers who prefer a focus on positive aspects of your own products or services rather than negativity towards others.

Question 4

Charles Revlon,founder of the Revlon Company,once said,"In the factory,we make cosmetics.In the store we sell hope." This implies that customers buy benefits not features.

Accepted Answer

The quote suggests that customers are not just buying cosmetic products, but they are buying the hope or benefits that come with them. This aligns with the idea that customers buy benefits and not just features.

Question 5

A good sales person doesn't just sell products she sells solutions.

Accepted Answer

A good sales person understands the needs and problems of the customer and presents appropriate solutions to solve those problems, which may or may not involve selling a product. It is more about building a relationship with the customer and providing them with value.

Question 6

In a transactional sale,the customer generally knows his needs and the type of product that will meet those needs.

Accepted Answer

In a transactional sale, the customer has a clear idea of what they need and the type of product that will fulfill that need. They are looking for a quick and simple transaction with minimal interaction with the salesperson.

Question 7

In the field of personal selling,customers represent an important source of product information.

Accepted Answer

Customers can provide valuable information about their needs, preferences and experiences with similar products. This information can help salespeople tailor their approach and provide better solutions to the customer's needs.

Question 8

"Quantifying the solution" means conducting a cost-benefit analysis to determine actual cost of purchase and savings the buyer can anticipate from the investment.

Accepted Answer

Quantifying the solution involves analyzing the costs versus benefits of an investment to determine its actual value to the buyer. This includes calculating the expected savings and ROI from the purchase.

Question 9

Written proposals are specific plans of action based on facts,figures,and prices.

Accepted Answer

Written proposals are detailed and structured documents that outline a plan of action based on factual information, such as data, figures, and prices. They are used in a variety of contexts, including business, research, and government, to present a clear and cohesive plan for achieving a specific goal.

Question 10

Organization culture is a collection of beliefs,behaviours,and work patterns held in common by people employed by a specific firm.

Accepted Answer

Organization culture is defined as the shared values, beliefs, behaviours and work practices that have developed within an organization. It is a collective concept that encompasses various aspects of an organization's identity, such as its mission, vision, practices, communication and management styles, and attitudes towards employees, customers and stakeholders. Therefore, the statement is true.

Question 11

A product feature is anything a customer can hear,touch,feel,or see.

Accepted Answer

This statement is true. Product features can be perceived by the customer through their senses such as hearing, touch, sight, and feel. Examples of product features include the size, color, shape, weight, texture, scent, and sound of a product.

Question 12

Sales people with excellent product knowledge are better able to build consumer trust.

Accepted Answer

Sales people with excellent product knowledge are able to give accurate information and recommendations to consumers, which helps in building their trust. They can also handle any customer queries or concerns regarding the product confidently, thus further increasing trust.

Question 13

Product literature and advertising are primarily designed to appeal to consumer emotions and,therefore,have little product information of value to a salesperson.

Accepted Answer

Product literature and advertising do provide valuable product information to a salesperson, in addition to appealing to consumer emotions. This information can be used by the salesperson to educate the customer and make a more effective sales pitch.

Question 14

To establish your product superiority,it is a good idea to compare your product to the competition.

Accepted Answer

The answer of To establish your product superiority,it is a...

Question 15

It is better to stick to the facts and avoid emotional comments when asked about the competition.

Accepted Answer

When discussing the competition, it is important to provide factual information and avoid making emotional comments that could be perceived as unprofessional or negative. It is best to focus on what sets your own company apart and the value that it provides to customers.

Question 16

Selecting a product for the customer is often referred to as product configuration.

Accepted Answer

Product configuration is the process of selecting and customizing a product according to the customer's needs and preferences.

Question 17

The term product always refers to tangible goods.

Accepted Answer

The term product can also refer to intangible goods or services. Examples of intangible products include a software program, a gym membership, or consulting services.

Question 18

Feature to benefit translation is not possible for services.

Accepted Answer

Feature to benefit translation is possible for services because they can offer various features that improve the accuracy and efficiency of translation, such as machine learning algorithms, human proofreading, terminology management, and CAT tools. These features can benefit users by providing more accurate and consistent translations faster and cheaper.

Question 19

The ISO designation was developed by the Industrial Standards Organization and certifies the processes a company uses to develop a product or service.

Accepted Answer

The ISO designation was developed by the International Organization for Standardization, not the Industrial Standards Organization, and it certifies that a company's management system, manufacturing process, service, or documentation procedure has all the requirements for standardization and quality assurance.

Question 20

Everyone coming to work in jeans on Fridays,instead of the normal business attire,is an example of the organizational culture.

Accepted Answer

The practice of wearing jeans on Fridays indicates a relaxed and informal organizational culture. It is a common practice in many workplaces to have dress code policies that vary by day or event.

Quiz 6: Creating Product Solutions