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FirmFive: Phase III. Build Value
Test Description: This game is designed to help associates master the Build Value phase of the FirmFive Buying Process.
Instructions: Answer all questions to get your test result.
1) What is the first step in the Build Value phase of the FirmFive Buying Process?
A
Start by explaining the best features you can find in a mattress
B
Take the guest to the TOP mattress in their preferred comfort color
C
Reiterate the needs/wants of the guest
D
Take the guest to the most expensive mattress in the store
2) How can we build value in the products that guest can see?
A
Tell the guest about foam densities
B
Show the guest product demos as a hands on way to see the benefits of mattress features
C
Explain the cooling properties of many foams
D
Show the guest a Tempur-Pedic Infomercial
3) Why does telling the guests the features of a mattress alone mean little?
A
All the options shown are correct
B
Some features may have different benefits which may or may not be relative to the guest at hand
C
Many guests do not understand mattress jargon
D
Features only equate to value for a guest when the benefits/advantages of those features are known
4) Why does telling the Mattress Firm story add value for the guest?
A
The guest needs to like Mattress Firm personally as a company
B
Guests want to be romaticized about how the industry came to be
C
Guests will not buy from companies they know little about
D
Companies with long standing success are trusted for providing excellent future service
5) Which of the following is most correct to state about the Mattress Firm Story?
A
We are one of the biggest mattress retailers there are!
B
We are the largest mattress retailer in the USA
C
We are the largest mattress retailer in the world!
D
We are in the Top 10 Bedding Retailers worldwide
6) Which of the following is most correct to state about the Mattress Firm Story?
A
Our national buying power is unmatched.
B
We have tremendous national buying power!
C
We have the national buying power of over a billion dollars
D
We have the national buying power of over a million dollars
7) Which of the following is most correct to state about the Mattress Firm Story?
A
We helped over a billion customers sleep happy last year!
B
We helped over a million guests sleep happy last year!
C
We helped our nation sleep better last year!
D
We helped thousands of people sleep happy last year!
8) Why is it so important to build value?
A
Building value reduces the need to discount.
B
People buy when value outweighs price.
C
All the answers shown are correct.
D
Building value sets up a price expectation in the guest's mind.
9) What local community service did Mattress Firm WI take part in recently, which we can use to build value with our guests?
A
Mattress Firm donates proceeds for some mattress purchases to help fight pancreatic cancer
B
All answers shown here are correct
C
Mattress Firm WI donated 500 mattresses to the Tommy G. Thompson Youth Center at the WI State Fair Park
D
Mattress Firm is a proud sponsor of the Caine's Arcade Global Cardboard Challenge
10) What is most important in preparing the guest for value building?
A
Telling the guest when you're about to show them a great product
B
Show the guest a poor product first so they can feel the difference when you show a good product
C
Presenting the high price first so they expect it to be a valuable product
D
Properly qualifying the guest to understand what the guest finds valuable in the first place
*select an answer for all questions
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