Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:

Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:

a) make sure his sales presentation appeals to all possible wants/needs
b) rely on the prospect to see that the good or service will satisfy her relevant want/need
c) determine the prospects needs; then match the product's benefits to that prospects wants/needs
d) be sure to have his product available to the prospect when the relevant want occurs










Answer: C

Which of the following is an example of a product feature:

Which of the following is an example of a product feature:

a) "This automatic lawn sprinkling system will save you three hours a week."
b) "More customers will be drawn into your restaurant if you advertise in our magazie."
c) "This monitor comes in 15-inch, 18-inch, and 22-inch sizes."
d) "Chefs prefer our line of cookware 2 to 1 over comepting brands."
e) none of the above







Answer: C

A product benefit is defined as:

A product benefit is defined as:

a) A performance characteristic of a product
b) a favorable result the buyer receives from use of the product
c) a physical characteristic
d) a way a product will work
e) none of the above








Answer: B

Benefit selling is often referred to as:

Benefit selling is often referred to as:

a) perception-based selling
b) need/want identification
c) stimulus-response selling
d) FAB selling









Answer: D