How Should a Salesperson Differentiate Between Features and Benefits When

question 90

Multiple Choice

How should a salesperson differentiate between features and benefits when using a sales dialogue template?

• A) A salesperson should focus on discussing those features that produce benefits that address the buying motives of the customer.
• B) To demonstrate superior value, a salesperson should focus on discussing all of the features of a particular product.
• C) To maximize perceived credibility, a salesperson should discuss only those features and benefits of the product with which he or she is most familiar.
• D) To demonstrate competitive positioning, a salesperson should focus on discussing features, advantages, and benefits.

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Definitions:

Athletes

Individuals who engage in physical sports, exercises, or games, requiring skill, physical agility, and often competitive nature.

Role Clarity

The extent to which one's job responsibilities, expectations, and boundaries are clearly understood.

Role Acceptance

The process by which individuals agree to, and start performing, the behaviors expected of them in a particular role within a group or organization.

Role Performance

The enactment of behaviors or actions associated with a particular role in society or a specific context.