Developing a Product Solution that Adds Value
This sales approach involves uncovering a customer's problem, creating a vision for improvement, and developing a plan to implement the solution
What is Solution Selling?
This Process includes testing products to meet standard regulations
What is Product Expertise?
Why is it beneficial for salespeople to engage in plant tours?
A) To increase their manufacturing skills
B) To gain firsthand product knowledge and enthusiasm
C) To develop new product designs
D) To reduce production costs
what is B) To gain firsthand product knowledge and enthusiasm?
True or false: A feature tells you what a product does, while a benefit tells you why it matters.
What is true?
This type of buyer knows exactly what they need and prioritizes price and convenience over customization.
What is transactional buyer?
This term refers to the collection of beliefs, behaviors, and work pattern of a firm
What is organizational culture?
What is a key advantage of team selling?
A) It reduces the need for sales training
B) It allows salespeople to work independently
C) It combines expertise from different areas for better sales proposals
D) It eliminates the need for customer interaction
What is C) It combines expertise from different areas for better sales proposals?
If a salesperson says, "This phone has a long battery life," they describe this
What is a feature?
This process tailors solutions to complex buying needs and helps salespeople generate accurate proposals.
What is Product Configuration?
When asked about competitors, what is important to understand?
What is pricing and delivery?
How do today’s wired customers impact the sales process?
A) They rely only on salespeople for product knowledge
B) They research products and competitors extensively online
C) They ignore product testimonials and reviews
D) They prefer purchasing without consulting sales teams
What is B) They research products and competitors extensively online?
A benefit that directly solves a customer's problem is called
What is specific benefit?
These types of buyers seek long-term partnerships with high investment and collaboration
What is Strategic Alliance Buyers?
This financial assessment helps determines the economic value of a product
What is cost-benefit analysis?
Why should salespeople research and use the products they sell?
A) To create new versions of the product
B) To develop a personal preference for the product
C) To gain confidence and understand features firsthand
D) To replace trade publications as a source of information
What is C) To gain confidence and understand features firsthand?
A car with heated seats is a feature. Saying "It keeps you warm in winter" is
What is a benefit?