Feature/Benefit Selling (SE-109) Objective B

To explain a products quality to customers, a salesperson should stress the products

• uses.

• style.

• warranty.

• construction.

If a customer wants it it be fashionable, the salesperson should emphasize features and benefits related to the products

• uses.

• construction.

• appearance.

• durability.

Your company, a dairy, delivers ice cream to its customers. Other dairies in the area do not offer this service. This is an example of a

• products use.

• unique feature.

• businesses style.

• products durability.

When a customers ask how long a product will last s/he is interested in its

• uses.

• durability.

• origin.

• features.

When a customer buying an appliance, piece of electronics, or vehicle asks questions about repairs, the salesperson should explain features and benefits relating to its

• popularity.

• history.

• service & warranty.

• appearance & style.

Which of the following must a salesperson know to translate features into benefits for customers:

• How to prepare a sales check

• Where to get necessary information

• How to arrange special delivery

• When to ask questions about intended use

Salespeople often gain first hand knowledge about the features and benefits of the products they sell from

• school textbooks.

• personal experience.

• television commercials.

• competitors advertising.

Which of the following could you get from customers that would be useful in the selling process:

• Catalogues

• Manuals

• Testimonials

• Promotional Materials

The best source of specific information on a products construction and materials is

• customers.

• other salespeople.

• personal use.

• manufacturers publication.

To prepare a feature-benefit chart, a salesperson must know

• facts about customers.

• the number of products in stock.

• the name of products distributer.

• facts about the product.