Www.wsfcs.k12.nc.us
NAME_____________________SEM1 1.05 A – SellingAcquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customerFeatureBenefitDefine and Identify: Obvious Benefits and Unique BenefitsObvious Benefits: Easy to recognizeExample: Example: Example: Unique Benefits:Specific to the product or serviceExample: Example: Example: Define and Identify: Hidden Benefits &Feature Benefit SellingHidden Benefits:Implied but not obviousExample: Example: Example: Feature Benefit Selling Feature-Benefit ChartFeature-Benefit Chart ExampleIdentify sources of feature/benefit information Distinguish between features and benefits for services versus those for tangible sport/event products Example: Sports Spa/Gym ProductExample: Golf Clubs Describe how to prepare a feature-benefit chart for a product Prepare a feature-benefit chart for a productExplain the importance of understanding why people participate in/attend sports/events Economic analysis Describe ways that salespeople can use sport/event motivators to sell products ................
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