100%(1)1 out of 1 people found this document helpful
This preview shows page 1 - 2 out of 3 pages.
Blooms: ApplyFutrell - Chapter 03 #11Learning Objective: 03-01 Explain the differences between a feature; an advantage; and a benefit.Level of Difficulty: 3 HardTopic: A FABulous Approach to Buyer Need Satisfaction12.The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage. FALSEThe salesperson is being asked about a product's benefits rather than performance characteristics. The salesperson should explain how the product will help the customer relax or convey an image of success.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 03 #12Learning Objective: 03-01 Explain the differences between a feature; an advantage; and a benefit.Level of Difficulty: 2 MediumTopic: A FABulous Approach to Buyer Need Satisfaction13.You should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy. TRUEPeople focus more on benefits than features and advantages. Benefits may be practical or psychological.