Explaining Features and Benefits

A customer will be more likely to buy a product such as a VCR if you:

• Show how easy it is to program
• List every feature the VCR has
• Open the manual to show how instructions are displayed

The best method for finding the right product for a customer is:

• Asking “yes” or “no” questions to move the sale along
• Asking open-ended questions

Customers most likely need your help when:

• They are buying a product for the first time
• They purchase an item frequently
• An item includes assembly instructions
• A and C

If you discourage customers from purchasing a product that exceeds their needs, they are most likely to:

• Appreciate your honesty
• Resent your interference
• Buy more than they need anyway

Permanent labels in clothing are required by law to include:

• The city in which the product was made
• The fiber content, in descending order
• The size
• All of the above

A successful sales associate needs to know the major features of only the most popular products in the store.

• True
• False

Brand loyal customers:

• Always purchase from the same store
• Ask for a particular make by name
• Either of the above

Shoppers are more likely to buy new food products if:

• They can taste them
• You provide recipes for using them
• You display serving suggestions
• Any of the above

It is best to show products:

• In dim lighting to avoid glare
• Under artificial lighting to improve color
• In natural light

Benefits of a product are determined by:

• The manufacturer
• The salesperson
• The customer
• All of the above