marketing_110 - Blooms Apply Futrell Chapter 03#11 Learning...

Blooms: Apply
Futrell - Chapter 03 #11
Learning Objective: 03-01 Explain the differences between a feature; an advantage; and a benefit.
Level of Difficulty: 3 Hard
Topic: A FABulous Approach to Buyer Need Satisfaction
12. The salesperson should answer the prospect's question of "What's in it for me?" with a product
advantage.
FALSE
The 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: Analytic
Blooms: Understand
Futrell - Chapter 03 #12
Learning Objective: 03-01 Explain the differences between a feature; an advantage; and a benefit.
Level of Difficulty: 2 Medium
Topic: A FABulous Approach to Buyer Need Satisfaction
13. You should stress a product's benefits more than its features and advantages because the
product's benefits are what the customer will buy.
TRUE
People focus more on benefits than features and advantages. Benefits may be practical or
psychological.