Marketing - 2.08 Study Questions

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?”

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?”

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 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

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

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

• Monitor has a no-glare screen.

• Pre-installed software saves money.

• Print capability is optional.

• Models are available in many colors.

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

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