JeopardyJeopardyProduct Solutions Product Knowledge Selling Strategies Value-Added

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Final Jeopardy

Miscellaneous

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$100 Question from Product $100 Question from Product SolutionsSolutions

When the original idea for a product or service is tested, modified, and retested several times before it is

offered to the customer.

$100 Answer from Product $100 Answer from Product SolutionsSolutions

What is product development?

$200 Question from Product $200 Question from Product SolutionsSolutions

With fewer products being introduced in the marketplace today, it is easier for customers to decide what to buy

and who to buy it from. (true or false)

$200 Answer from Product $200 Answer from Product SolutionsSolutions

What is false.

$300 Question from Product $300 Question from Product SolutionsSolutions

Budget and overview, objective, strategy, schedule and rationale.

$300 Answer from Product $300 Answer from Product SolutionsSolutions

What are parts of a written proposal?

$400 Question from Product $400 Question from Product SolutionsSolutions

Bringing together many parts of the company’s product mix to develop a

customer-fitted solution.

$400 Answer to Product $400 Answer to Product SolutionsSolutions

What is product configuration?

$500 Question from Product $500 Question from Product SolutionsSolutions

Become a product expert, sell specific benefits, and configure

value-added solutions.

$500 Answer to Product $500 Answer to Product SolutionsSolutions

What are the three prescriptions to develop a product strategy?

$100 Question from Product $100 Question from Product KnowledgeKnowledge

Data, facts, or characteristics of your product or service.

$100 Answer from Product $100 Answer from Product KnowledgeKnowledge

What is a feature?

$200 Question from Product $200 Question from Product KnowledgeKnowledge

Whatever provides the customer with personal advantage or gain.

$200 Answer from Product $200 Answer from Product KnowledgeKnowledge

What is a benefit?

$300 Question from Product $300 Question from Product KnowledgeKnowledge

A transitional phrase that connects a statement of features with a statement

of benefits.

$300 Answer from Product $300 Answer from Product KnowledgeKnowledge

What is a bridge statement?

$400 Question from Product $400 Question from Product KnowledgeKnowledge

A collection of beliefs, behaviors, and work patterns held in common by people employed

by a specific firm.

$400 Answer to Product $400 Answer to Product KnowledgeKnowledge

What is organizational culture?

$500 Question from Product $500 Question from Product KnowledgeKnowledge

Product literature, sales training programs, plant tours, customers, and

products

$500 Answer to Product $500 Answer to Product KnowledgeKnowledge

What are sources of product information?

$100 Question from Selling $100 Question from Selling StrategiesStrategies

Decisions and activities intended to create and maintain a certain concept

of the firm’s product in the customer’s mind.

$100 Answer from Selling $100 Answer from Selling StrategiesStrategies

What is product positioning?

$200 Question from Selling $200 Question from Selling StrategiesStrategies

Separating yourself from the competition based on quality, price,

convenience, economy or some other factor.

$200 Answer from Selling $200 Answer from Selling StrategiesStrategies

What is product differentiation?

$300 Question from Selling $300 Question from Selling StrategiesStrategies

In most cases, the same sales strategy is used to sell a new and emerging

product as a mature, well-established product. (true or false)

$300 Answer from Selling $300 Answer from Selling StrategiesStrategies

What is false?

$400 Question from Selling $400 Question from Selling StrategiesStrategies

Today’s product, today’s salesperson, and today’s company.

$400 Answer to Selling $400 Answer to Selling StrategiesStrategies

What are the three clusters of satisfaction?

$500 Question from Selling $500 Question from Selling StrategiesStrategies

The stages a product goes through from being introduced to being

discontinued.

$500 Answer to Selling $500 Answer to Selling StrategiesStrategies

What is the product life cycle?

$100 Question from Value-$100 Question from Value-AddedAdded

One consequence of using low-price tactics will often be lower profits.

(true or false)

$100 Answer from Value-$100 Answer from Value-AddedAdded

What is true?

$200 Question from Value-$200 Question from Value-AddedAdded

The basic, substantive product you are selling.

$200 Answer from Value-$200 Answer from Value-AddedAdded

What is a generic product?

$300 Question from Value-$300 Question from Value-AddedAdded

When the product you offer is more than the customer expects.

$300 Answer from Value-$300 Answer from Value-AddedAdded

What is a value-added product?

$400 Question from Value-$400 Question from Value-AddedAdded

When the product represents the customer’s minimal expectations.

$400 Answer to Value-Added$400 Answer to Value-Added

What is an expected product?

$500 Question from Value-$500 Question from Value-AddedAdded

The set of benefits and values the company promises to deliver to customers to satisfy their needs.

$500 Answer to Value-Added$500 Answer to Value-Added

What is value proposition?

$100 Question from $100 Question from MiscellaneousMiscellaneous

In general, customers view product features and benefits as being of equal importance. (true or false)

$100 Answer from $100 Answer from MiscellaneousMiscellaneous

What is false?

$200 Question from $200 Question from MiscellaneousMiscellaneous

In the eyes of most customers, the salesperson is the company (true or

false).

$200 Answer from $200 Answer from MiscellaneousMiscellaneous

What is true.

$300 Question from $300 Question from MiscellaneousMiscellaneous

What remains to be done with a product for a consumer.

$300 Answer from $300 Answer from MiscellaneousMiscellaneous

What is a potential product?

$400 Question from $400 Question from MiscellaneousMiscellaneous

Throughout the sales presentation, it is usually best to discuss the weakness of

competing products (true or false).

$400 Answer to Miscellaneous$400 Answer to Miscellaneous

What is false.

$500 Question from $500 Question from MiscellaneousMiscellaneous

People do not buy benefits, they buy features (true or false).

$500 Answer to Miscellaneous$500 Answer to Miscellaneous

What is false.

Final Jeopardy QuestionFinal Jeopardy Question

The process of determining whether or not the proposal adds value is often

called this.

Final Jeopardy AnswerFinal Jeopardy Answer

What is quantifying the solution?