One of the Worst Mistakes a Salesperson Can Make When

question 109

Multiple Choice

One of the worst mistakes a salesperson can make when using the FAB approach is to

• A)list features without tying them to benefits.
• B)let the customer do all of the talking.
• C)fail to point out the disadvantages of the product.
• D)overuse advantage statements.
• E)refute claims of a competitor's product.

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Definitions:

Written Text

Written text consists of characters, symbols, or letters recorded on a surface, conveying information, ideas, or stories.

Discriminate

The action of unfairly treating a person or particular group of people differently from others.

Quantities

Numerical amounts or values that represent the extent, size, or number of something.

Symbols

Abstract units of information that stand for or represent objects, ideas, or actions, forming the basis of human communication and thought.