Professional Selling: Exam 2 Review
Questions with correct answers A+ rated
What is the importance of a product strategy for a sales person? What is involved in developing a
product strategy? - correct answer ✔✔Importance: Answers customer problems
Involved: A well-conceived plan that emphasizes becoming a product expert, being able to sell benefits,
create value-added solutions. All tailored to customer needs.
What is meant by the term "product configuration" and what role does it play in the selling process? -
correct answer ✔✔Dealing with a customer with complex buying needs, the salesperson needs to bring
together multiple parts of the product mix for a custom solution. Selection/Development process.
How do salespeople and customers benefit when the salesperson has thorough product knowledge? -
correct answer ✔✔Trust is built in the relationship. Increased sales effectiveness and purchases. There is
a sense of ease, etc.
What information is needed to create complete product solutions? - correct answer ✔✔Product
development & quality improvement process.
Performance data & specifications.
Maintenance & service contracts.
Price & delivery.
How does technology of your competition affect your ability to sell? - correct answer ✔✔Emphasize your
product benefits by being able to comparisons. (Still being respectful to competition)
Where can you develop product knowledge (how do you become a product expert)? - correct answer
✔✔Where: Web-based catalogs & other product literature from company.
Sales training programs.
Plant tours.
Internal sales team members.
, Customers.
Product itself.
Publications (trade & technical).
How: Research...
What are the differences between features and benefits? How do you turn features into benefits? -
correct answer ✔✔Features: Data, information, facts, characteristics about product.
Benefits: How the feature helps the customer. General and specific benefits.
Shows how the feature is converted into a benefit that meets the customers specific needs. Here is when
an impact is made.
What are other means of adding value to offerings aside from product knowledge? - correct answer
✔✔Feature & benefits - ID them, bridge statements (feature to benefit).
Avoid information overload.
Don't talk poorly of competition.
What is positioning? What role does a salesperson play in positioning a product? - correct answer
✔✔The concept of a product that is in the mind of a customer.
Salespeople have to figure out how to create the concept they want a customer to have about their
product. Done with new and existing products.
What is differentiation? Why is it important? - correct answer ✔✔The ability to separate your product
from the competition. To be different.
It is the key to building and maintaining a competitive advantage.
What is value proposition? How do you create it? What value does it provide to you and to customers? -
correct answer ✔✔A set of benefits and values promised to the customer.
Figure out the customer needs, how to satisfy said needs, and how to best solve their problem.
Quantifying value proposition is beneficial.
Questions with correct answers A+ rated
What is the importance of a product strategy for a sales person? What is involved in developing a
product strategy? - correct answer ✔✔Importance: Answers customer problems
Involved: A well-conceived plan that emphasizes becoming a product expert, being able to sell benefits,
create value-added solutions. All tailored to customer needs.
What is meant by the term "product configuration" and what role does it play in the selling process? -
correct answer ✔✔Dealing with a customer with complex buying needs, the salesperson needs to bring
together multiple parts of the product mix for a custom solution. Selection/Development process.
How do salespeople and customers benefit when the salesperson has thorough product knowledge? -
correct answer ✔✔Trust is built in the relationship. Increased sales effectiveness and purchases. There is
a sense of ease, etc.
What information is needed to create complete product solutions? - correct answer ✔✔Product
development & quality improvement process.
Performance data & specifications.
Maintenance & service contracts.
Price & delivery.
How does technology of your competition affect your ability to sell? - correct answer ✔✔Emphasize your
product benefits by being able to comparisons. (Still being respectful to competition)
Where can you develop product knowledge (how do you become a product expert)? - correct answer
✔✔Where: Web-based catalogs & other product literature from company.
Sales training programs.
Plant tours.
Internal sales team members.
, Customers.
Product itself.
Publications (trade & technical).
How: Research...
What are the differences between features and benefits? How do you turn features into benefits? -
correct answer ✔✔Features: Data, information, facts, characteristics about product.
Benefits: How the feature helps the customer. General and specific benefits.
Shows how the feature is converted into a benefit that meets the customers specific needs. Here is when
an impact is made.
What are other means of adding value to offerings aside from product knowledge? - correct answer
✔✔Feature & benefits - ID them, bridge statements (feature to benefit).
Avoid information overload.
Don't talk poorly of competition.
What is positioning? What role does a salesperson play in positioning a product? - correct answer
✔✔The concept of a product that is in the mind of a customer.
Salespeople have to figure out how to create the concept they want a customer to have about their
product. Done with new and existing products.
What is differentiation? Why is it important? - correct answer ✔✔The ability to separate your product
from the competition. To be different.
It is the key to building and maintaining a competitive advantage.
What is value proposition? How do you create it? What value does it provide to you and to customers? -
correct answer ✔✔A set of benefits and values promised to the customer.
Figure out the customer needs, how to satisfy said needs, and how to best solve their problem.
Quantifying value proposition is beneficial.
