Identify Sales Channel Strategies
Which Sales Channel has been opened to manufacturers because of digital tools?
Direct-to-Consumer
What does a physical store provide that digital channels might lack?
Data Driven insight, personalized service, Tangible interaction with Products, global access?
Tangible Interaction with Products
You have an idea for a new product. Market research suggests the product is needed to solve a problem and will be enthusiastically embraced by customers.
What is one of the first steps you must do before creating a product prototype?
Identifying material, Presale the product for funding, Launch a marketing campaign, Create social media following.
Identifying material
What are the two main types of distribution channels?
Digital, Indirect, Direct, Physical
The two main types of distribution channels are direct and indirect channels.
Including __________ in a sales strategy is important.
Customer Support
What is the first step in the sales process?
Handling Objects, Presenting the Product, Prospecting, Building Rapport?
Prospecting
A new product tester at a company reads that all testing must be done in adherence with OSHA regulations? Which two aspects of business operations fall under OSHA? (Choose two)
Technical requirements, Functional requirements, government regulations, Safety requirements?
Government regulations, Safety requirements.
Why might a company prefer direct channels for distribution?
Increased reliance on intermediaries.
Wider geographical reach.
Lower costs associated with distribution.
Better control over brand image.
Wider geographical reach.
Which is the primary characteristic of all physical and digital sales channels?
Closing Sales
Which three tips are suggested for dealing with negative customer feedback.
Apologize to the customer
Offer unlimited free products to the customer for their trouble
empathize with the customer
Address the customer by name
Inform the customer of who is at fault for the situation
Apologize to the customer
empathize with the customer
Address the customer by name
What is the main advantage of building a digital product from scratch?
Licensing fees
Faster implementation
Control over customization and updates
Upfront costs
Control over customization and updates
What do fulfillment centers do?
Store products indefinitely but have slow shipping times
Strategically store a company's products so that the product can be picked up by the customer
Temporarily store products for retail stores
Strategically store a company's products so that the product can be quickly picked up and sent out
Fulfillment centers strategically store a company's products to be quickly picked up and sent out.
Which tool is most useful in helping Customer Service support sales strategies?
CRM-A Customer Relationship Management (CRM) system is most useful in helping Customer Service support sales strategies because it ensures all customer interactions via email, live chat, and telephone exist in a single location. CRM support for customer service has a primary role because customer service blends marketing, sales, support, and retention efforts.
What is the key to successful selling when dealing with big companies?
Be aggressive, Lowering prices, Avoiding face to face,
Offer a great product?
Offering a great product and finding a way to make people want to meet with you.
What should be considered when determining material requirements for a product?
Popularity, brand recognition, and aesthetics.
Cost, availability, and sustainability.
Competition, pricing, and promotion.
Current trends, social media presence, and advertising.
Cost, availability, and sustainability.
Which are two characteristics of fulfillment centers that differ from direct distribution? (Choose two)
Warehousing is a primary role.
The manufacturer controls all aspects of distribution.
A fulfillment center is a zero level channel.
Fulfilment centers pack and ship for a manufacturer
Inventory is created on-demand rather than stored.
A fulfillment center is outsourced warehousing and shipping for a manufacturer. Therefore, the following are two characteristics of fulfillment centers that differ from direct distribution:
• Warehousing is a primary role.
• Fulfilment centers pack and ship for a manufacturer
Inventory already exists at fulfillment centers. Inventory is not created in one.
Fulfillment centers control distribution, not manufacturers.
Which two ways can Customer Service and Support affect sales? (Choose two)
Increased Sales through Responsiveness and Personalization
Coordinating shipping
More Sales through Customer Evangelists
Distributing marketing information
Closing the deal with rapid engagement
Increased Sales through Responsiveness and Personalization
and
More Sales through Customer Evangelists
Place the Elements of a Sales Process in the correct order. 1,2,3,4,5,6,7.
Preparation, Follow-up, Presentation, Closing, Approach, Prospecting, Handling Objections
1 Prospecting, 2 Preparation, 3 Approach, 4 Presentation, 5 Handling objections, 6 closing, 7 Follow up
Abe is a business owner developing a quality control testing process for his products. Arrange the steps of creating a quality control process in the correct order
quality standards, refining quality measures to increase product satisfaction., review the internal quality testing results, establish the method of testing product quality.
The first step of creating a quality control process is to set the quality standards.
The second step is to establish the method of testing product quality.
The third step is to review the internal quality testing results.
The fourth step is refining quality measures to increase product satisfaction.
In a direct distribution channel, how does the consumer make a purchase?
By placing orders through a broker.
Directly from the manufacturer.
By participating in auctions.
Through various intermediaries.
Directly from the manufacturer.