Which of the Following Statements About the Customer Benefit Approach

question 57

Multiple Choice

Which of the following statements about the customer benefit approach is true?

• A) The salesperson should never ask a question that implies the product's benefit to the prospect.
• B) The salesperson should formulate questions carefully and anticipate the prospect's response.
• C) The salesperson should consider using a question instead of a benefit approach if the prospect's needs are known.
• D) The salesperson should not use the customer's response as a reference point later in the presentation.
• E) The customer benefit approach is such a weak opening that it usually must be used in conjunction with another approach.

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Definitions:

Tone

The general character or attitude of a piece of writing or communication, which can influence the recipient's perception.

Informational Needs

Refers to the specific data, facts, and insights that an individual or organization requires to make informed decisions.

"You" Attitude

Writing or speaking style that focuses on and prioritizes the audience's perspective and needs, often used in persuasive or customer-focused communication.

Readability

The ease with which text can be read and understood by a reader, often influenced by factors such as sentence structure and vocabulary.