Marketing MM51 2.08

Josh wants to know more about the benefits of his new iPad. What about the iPad does he want to know?

• “What is the warranty?”
• “What is it?”
• “What is the price?”
• “What is in it for me?”

Geri asks a salesperson about some features of the new Samsung Android cellular telephone. Since the salesperson is not aware of the features, what should the employee do?

• Tell the customer to contact the manufacturer
• Explain that she or he is new and does not know
• Try to serve the customer as best she can
• Ask an available, experienced employee

How does a feature-benefit chart help a salesperson?

• Evaluates customer reaction to the presentation
• Explains the business's compensation rate to the salesperson
• Determines which features and benefits appeal to each customer
• Provides a quick reference to the salesperson about the product

A customer asks a specific product question that a new salesperson cannot answer. What should the new salesperson do?

• Tell the customer to contact the manufacturer
• Explain that she or he is new and does not know
• Try to serve the customer as best she or he can
• Ask an available, experienced employee

Which is a product benefit that a salesperson might point out to a customer who wants to buy a computer?

• Monitor has a non-glare screen.
• Preinstalled software saves money.
• Print capability is optional.
• Models are available in many colors.

When salespeople explain the benefits of a technical product, which question are they answering for customers?

• “What is the warranty?”
• “What is it?”
• “What is the price?”
• “What is in it for me?”

Which type of product information might a salesperson be able to obtain from a manufacturer's representative?

• How the product is made
• What credit terms are available
• How the product became popular
• What inventory method to use

A customer interested in buying an expensive product asks a question the sales representative cannot answer. The customer leaves without buying anything, but promises to come back later. The only other person on hand who has the information needed is a coworker who is helping a customer. What should be done?

• Ask a coworker for the information as soon as his or her customer leaves
• Wait until the manager returns, and ask him or her for the information
• Write a memo to the manager requesting the information needed
• Interrupt a coworker to get the information before the customer returns

A car salesperson said, “This model has a driver’s side air bag.” The salesperson has identified a product

• Option
• Feature
• Benefit
• Market

A new sports car has bright red paint. The bright paint is a feature rather than a benefit of the car because

• cars can be painted any color.
• it provides satisfaction to the customer
• most people prefer red sports cars.
• it is a physical characteristic of the car.