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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Definitions:

Psychophysical Threshold

The minimum level of stimulus intensity needed for detection by sensory systems.

Subliminal Stimuli

Stimuli that are below the threshold of conscious perception, often used in reference to messages that are not consciously detected but can impact behavior.

Selective Perceptions

The cognitive process by which individuals focus attention on particular elements of their environment while ignoring others.

Subliminal Perception

The processing of information by sensory systems without conscious awareness.