Deck 6: Creating Product Solutions

Question 1

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) Rutger's Group believes that all employee's should be able to pass a test on product knowledge before interfacing with the customer.

Answer 1

Complexity and variety of products available and the increasing number of new products complicate the buying process.

Question 2

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."

Answer 2

"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."

Question 3

Matching

-Helps you achieve a professional look at the office

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Answer 3

product benefit

Question 4

Matching

-Good craftsmanship

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 5

Matching

-Certified service technicians

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 6

Matching

-Ability of service personnel to keep purchased equipment in top running condition, which means less downtime and higher profits

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 7

Matching

-Which means to you ...

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 8

Matching

-""In the store, we sell hope"". Hope refers to

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 9

Matching

-Which will provide you with...

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 10

Matching

-product selection process

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 11

Matching

-Challenge facing customers in information age

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 12

Matching

-ISO 9002

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 13

Matching

-Calculating return-on-investment (ROI)

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 14

Matching

-""We are in business for our customers""

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 15

Matching

-Converting features to benefits

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 16

Matching

-Data dump

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit

Question 17

Matching

-""We inspect all our garments individually so that you are assured of getting highest quality of product""

A) product benefit
B) product feature
C) company feature
D) company feature or company benefit
E) bridge statement
F) product benefit.
G) product configuration
H) information overload
I) Quality Assurance Certification
J) Quantifying the solution
K) organization culture
L) product strategy
M) information overload.
N) benefit