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:

Associative Networks

A model in psychology that explains how thoughts and memories are interconnected through associations.

Content-Free Schemas

Mental structures that organize general concepts or strategies rather than specific information or content.

Exemplary Prototypes

Ideal or highly representative examples of a category or class that serve as benchmarks or standards.

Schema

A cognitive framework or concept that helps organize and interpret information.