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WorksheetsFind Features, Boost Benefits LAP Test
Total questions: 20
Worksheet time: 10mins
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.
If a customer wants to be fashionable, the salesperson should emphasize features and benefits related to the product’s
uses.
.
appearance.
durability.
construction
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
business’s style.
product’s durability.
product’s use.
unique feature.
When a customer asks how long a product will last, s/he is interested in its
durability.
uses.
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
history.
service and warranty.
appearance and style.
popularity.
Which of the following must a salesperson know to translate features into benefits for customers:
When to ask questions about intended use
How to arrange special delivery
How to prepare a sales check
Where to get necessary information
Salespeople often gain firsthand knowledge about the features and benefits of the products they sell from
television commercials.
competitors’ advertising.
personal experience.
school textbooks.
Which of the following could you get from customers that would be useful in the selling process:
Promotional materials
Testimonials
Catalogs
Manuals
The best source of specific information on a product’s construction and materials is
other salespeople.
personal use.
customers.
manufacturer’s publications.
To prepare a feature-benefit chart, a salesperson must know
the number of products in stock.
facts about customers.
facts about the product.
the name of the product’s distributor.
Salespeople use feature-benefit charts to help them
develop meaningful selling techniques.
understand the selling process.
handle difficult customers.
determine types of customer personalities.
