6.Ensemble is a video recording and management software that many universities use to capture lectures and enrich the student experience. Because there are so many options included within Ensembles portfolio (e.g., cameras, installation, training, etc.), finding the perfection solution for each customer can be challenging. However, you recognize there are ways to help deliver value in the solution configuration process. Which of the following is NOT a value-adding activity during solution configuration?

A. Ask customers about what they would like to achieve or what problems they want to solve with a video recording solution

B. Ensure you can access pricing information about potential offerings

C. Help educate customers about the options available to achieve their goals

D. Prepare a PowerPoint presentation to demonstrate the options that most customer use

8.As a corporate development officer for a major university, your primary focus is on securing gifts from donors to help fund initiatives across the campus. In your meeting today with Jill Broadway, the CEO of a large industrial manufacturer located nearby, you are proposing that her company help support the construction of a new business school at your campus with a $2M donation. After your proposal, Jill shares with you that while shes interested, shes also been approached by representatives from her alma mater university to donate in a similar fashion. Clearly, you realize that Jill will only be able to support one school so you will need to communicate some realistic comparisons about each offer. This scenario represents an example of:

A. Differentiated value

B. Prisoner's dilemma

C. Customer vision

D. Opportunity cost

9. After months of meetings with a potential customer, you finally get an opportunity to present your recommended solution. One of the customers at the meeting interrupts you during part of your presentation to ask a question: With 100 people in our division, how soon could we expect to have this solution installed and operational? At first, you are nervous about your presentation getting derailed by a difficult objection from this customer. However, once you hear the full question you are relieved because this question represents a:

A. Clear illustration of the customer's vision

B. Customer proof device

C. Trial close

D. Service and delivery buying signal