Unit 6 – SELLING Warm up Complete Ideal Salesman Poster Vocabulary – 2.08 – Quia – Write Terms and Definitions Obj. 2.08 - Acquire Product Knowledge Slide show/Notes Activity – feature or benefit worksheet Activity – feature/benefit chart ONLY COMPLETED WARM UP!.
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During merchandise approach to give product information to the customer first thing
During sales presentation when showing features and benefits
Help customers overcome objections by further explaining the product
During closing to remind the customer of the main features that meet their wants and needsUse Product Information in Sales Presentations
Part of the sales presentation where the salesperson points out features of a good or service that will be beneficial to the customer
Prove to customers your product has features that benefit them
Compare to competitorsFeature Benefit Selling
List all the features of a product on a chart—start with the ones that are most obvious
Next list the less obvious or hidden features
At each feature, ask “What will the customer get from this?”
Write this answer beside the feature
There may be multiple benefits for one featureHow to create a feature-benefit chart