Which of These Statements About the Customer Benefit Approach Is

question 39

Multiple Choice

Which of these statements about the customer benefit approach is NOT true?

• A)The salesperson should never ask a question that implies the product will benefit the prospect.
• B)The salesperson should avoid anticipating the prospect's response.
• C)The salesperson should not consider using a question instead of a benefit approach if he or she is already aware of the prospect's needs.
• D)The salesperson should not use the customer's response as a reference point later in the presentation.
• E)The customer benefit approach is a weak opening and must be used in conjunction with another approach to be effective.

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