Asked by Nardus Snyman on May 20, 2024
Verified
As outlined in your text, all of the following are part of the feature-advantage-benefit approach except
A) it should describe the products advantages in comparison with alternatives.
B) it should accurately convey the product's major features.
C) it should communicate the value of the product to the customer.
D) it should detail how the product will provide benefits for the potential customer.
E) it should refute any complaints or objections about the product.
Feature-Advantage-Benefit Approach
A sales strategy that involves highlighting a product's features, explaining their advantages, and demonstrating how they provide benefits to the customer.
- Understand the significance of aligning product characteristics, merits, and advantages with the requirements of the customer.
Verified Answer
CP
Chastity PattersonMay 25, 2024
Final Answer :
E
Explanation :
The feature-advantage-benefit approach focuses on describing a product's features, advantages, and benefits to the customer. It does not specifically include refuting complaints or objections about the product, which is more aligned with objection handling in sales.
Learning Objectives
- Understand the significance of aligning product characteristics, merits, and advantages with the requirements of the customer.