1. Jeopardy Q$100 Q$100 Q$100 Q$100 Q$100 Q$200 Q$200 Q$200 Q$200 Q$200
Product Solutions
Product Knowledge
Selling Strategies
Value-Added
Miscellaneous
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Final Jeopardy

2. $100 Question from Product Solutions
When the original idea for a product or service is tested, modified, and retested several times before it is offered to the customer.

3. $100 Answer from Product Solutions
What is product development?

4. $200 Question from Product Solutions
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)

5. $200 Answer from Product Solutions
What is false.

6. $300 Question from Product Solutions
Budget and overview, objective, strategy, schedule and rationale.

7. $300 Answer from Product Solutions
What are parts of a written proposal?

8. $400 Question from Product Solutions
Bringing together many parts of the company’s product mix to develop a customer-fitted solution.

9. $400 Answer to Product Solutions
What is product configuration?

10. $500 Question from Product Solutions
Become a product expert, sell specific benefits, and configure value-added solutions.

11. $500 Answer to Product Solutions
What are the three prescriptions to develop a product strategy?

12. $100 Question from Product Knowledge
Data, facts, or characteristics of your product or service.

13. $100 Answer from Product Knowledge
What is a feature?

14. $200 Question from Product Knowledge
Whatever provides the customer with personal advantage or gain.

15. $200 Answer from Product Knowledge
What is a benefit?

16. $300 Question from Product Knowledge
A transitional phrase that connects a statement of features with a statement of benefits.

17. $300 Answer from Product Knowledge
What is a bridge statement?

18. $400 Question from Product Knowledge
A collection of beliefs, behaviors, and work patterns held in common by people employed by a specific firm.

19. $400 Answer to Product Knowledge
What is organizational culture?

20. $500 Question from Product Knowledge
Product literature, sales training programs, plant tours, customers, and products

21. $500 Answer to Product Knowledge
What are sources of product information?

22. $100 Question from Selling Strategies
Decisions and activities intended to create and maintain a certain concept of the firm’s product in the customer’s mind.

23. $100 Answer from Selling Strategies
What is product positioning?

24. $200 Question from Selling Strategies
Separating yourself from the competition based on quality, price, convenience, economy or some other factor.

25. $200 Answer from Selling Strategies
What is product differentiation?

26. $300 Question from Selling Strategies
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)

27. $300 Answer from Selling Strategies
What is false?

28. $400 Question from Selling Strategies
Today’s product, today’s salesperson, and today’s company.

29. $400 Answer to Selling Strategies
What are the three clusters of satisfaction?

30. $500 Question from Selling Strategies
The stages a product goes through from being introduced to being discontinued.

31. $500 Answer to Selling Strategies
What is the product life cycle?

32. $100 Question from Value-Added
One consequence of using low-price tactics will often be lower profits. (true or false)

33. $100 Answer from Value-Added
What is true?

34. $200 Question from Value-Added
The basic, substantive product you are selling.

35. $200 Answer from Value-Added
What is a generic product?

36. $300 Question from Value-Added
When the product you offer is more than the customer expects.

37. $300 Answer from Value-Added
What is a value-added product?

38. $400 Question from Value-Added
When the product represents the customer’s minimal expectations.

39. $400 Answer to Value-Added
What is an expected product?

40. $500 Question from Value-Added
The set of benefits and values the company promises to deliver to customers to satisfy their needs.

41. $500 Answer to Value-Added
What is value proposition?

42. $100 Question from Miscellaneous
In general, customers view product features and benefits as being of equal importance. (true or false)

43. $100 Answer from Miscellaneous
What is false?

44. $200 Question from Miscellaneous
In the eyes of most customers, the salesperson is the company (true or false).

45. $200 Answer from Miscellaneous
What is true.

46. $300 Question from Miscellaneous
What remains to be done with a product for a consumer.

47. $300 Answer from Miscellaneous
What is a potential product?

48. $400 Question from Miscellaneous
Throughout the sales presentation, it is usually best to discuss the weakness of competing products (true or false).

49. $400 Answer to Miscellaneous
What is false.

50. $500 Question from Miscellaneous
People do not buy benefits, they buy features (true or false).

51. $500 Answer to Miscellaneous
What is false.

52. Final Jeopardy Question
The process of determining whether or not the proposal adds value is often called this.

53. What is quantifying the solution?
Final Jeopardy Answer
What is quantifying the solution?