Find Features, Boost Benefits LAP Test

Feature-benefit selling should always occur

• before the sales dialogue.

   

   

  .

• during the sales presentation.

• after the product demonstration.

•   before the sales presentation

A salesperson points out that a delivery van has a driver’s side air bag. The salesperson has identified a product

• objection.

   

   

• option.

• benefit.

•   feature.

A new sports car has bright red paint. The bright paint is a feature rather than a benefit of the car because

• it provides satisfaction to the customer.

   

• most people prefer red sports cars.

• most people prefer red sports cars.

•   it is a physical characteristic of the car.

    cars can be painted any color.

A salesperson who tells a customer that a particular product will be easy to keep clean has presented a

• product demonstration.

   

   

• customer benefit.

•   service guarantee.

• customer characteristic.

A salesperson said, “As you can see, the larger capacity of these washing machines will enable you to wash more clothes at one time.” The salesperson has identified what type of benefit for the product?

• Exclusive

   

   

   

• Obvious

• Unique

• Hidden

Your company’s product has an exclusive feature that is not offered by similar products on the market. For consumers, this product provides a(n)

• unique benefit.

    .

•   absolute advantage.

•   comparable value.

• irresistible bargain

While explaining the price difference between two garden hoses, a salesperson said, “Although they look alike, this one is more durable. It is made of higher quality material which is guaranteed for 20 years.” The salesperson has identified a(n) __________ benefit.

• obvious

   

   

• unique

•   hidden

• exclusive

A customer interested in buying a set of wireless speakers was told by the salesperson the speakers’ size, transmission range, and the number of audio inputs, but the customer left without buying. What did the salesperson do wrong?

• Provided too little product information

   

• Spent too much time with the customer

• Provided inaccurate product information

   

• Sold product features instead of customer benefits

If a customer tells a salesperson that s/he can buy a similar product from another company for a much better price, that salesperson should respond by

• pointing out the weaknesses of the other company’s product.

   

• pointing out the benefits of his/her company’s product.

•   assuming that his/her company can’t compete with the other company.

•   comparing the features of the two products.

To explain a product’s quality to customers, a salesperson should stress the product’s

• uses.

   

• warranty.

•   style.

•   construction.