Feature-Benefit Selling Flashcards

Questions and Answers

What is feature-benefit selling?

An important part of selling is determining what each customer is looking for in a good or a service, then proving that your good or service has the features which will benefit him/her.

What is a feature?

A feature is a physical characteristic or quality of a product.

What is a benefit?

A benefit is the personal satisfaction or advantage that a customer wants from a product.

How do features and benefits differ?

A feature is something the customer can touch, feel, smell, see, or measure; a benefit is how a feature helps a particular buyer. Signup and view all the answers

What are obvious benefits?

Obvious or apparent benefits are advantages that need little explanation by the salesperson. Signup and view all the answers

What are unique benefits?

Unique or exclusive benefits are advantages that are available only from your good, service, or business. Signup and view all the answers

What are hidden benefits?

Hidden benefits are advantages that cannot be seen or understood without the assistance of a salesperson. Signup and view all the answers

What information must you know to create a feature-benefit chart?

What features to look for in a product, where to get the information you need, and what to do with the information when you get it. Signup and view all the answers

List some common categories of product features.

Construction and materials, appearance and style, unique or novel features, durability, product uses, and service and warranty. Signup and view all the answers

Where can a salesperson get information about product features?

The product itself, customers, manufacturer's brochures and publications, other sales personnel, and promotional materials. Signup and view all the answers

Describe how to create a feature-benefit chart.

First, find your product's features. Second, look for product information in the right places. Finally, create the chart listing the product, its features, and the benefits those features provide to customers. Signup and view all the answers

Study Notes

Feature-Benefit Selling

Feature-benefit selling involves identifying customer needs and demonstrating how a product or service meets those needs through its features.

Features

A feature refers to a specific physical characteristic or quality of a product, such as size, color, or material.

Benefits

A benefit is the personal satisfaction or advantage that a customer derives from a product, addressing their preferences and desires.

Differences between Features and Benefits

Features are measurable or tangible aspects of a product, while benefits explain how those features provide value to the buyer.

Obvious Benefits

Obvious benefits require minimal explanation and are easily recognized by customers, simplifying the selling process.

Unique Benefits

Unique benefits are exclusive advantages offered by a product or service that competitors do not provide, creating a distinct selling point.

Hidden Benefits

Hidden benefits require clarification from the salesperson; customers may not immediately perceive these advantages without assistance.

Creating a Feature-Benefit Chart

To create a feature-benefit chart, one must know what features to look for, where to find relevant information, and how to effectively organize that information.

Categories of Product Features

Common categories include:
- Construction and materials
- Appearance and style
- Unique features
- Durability
- Product uses
- Service and warranty

Sources for Product Feature Information

Information can be obtained from various sources, including:
- The product itself
- Customer feedback
- Manufacturer brochures and publications
- Insights from other sales personnel
- Promotional materials

Steps to Create a Feature-Benefit Chart

Find the product's features across various aspects (construction, style, etc.).
Gather product information from reliable sources.
Compile a chart listing each feature alongside its corresponding benefit to customers.

Description

This quiz explores the concepts of feature-benefit selling, essential for effective sales techniques. It covers the definitions of features and benefits, helping sellers understand how to meet customer needs. Perfect for anyone looking to improve their sales strategy.