1 / 10

1.05

Product Knowledge. 1.05. Motivation to Attend Events. Cultural Norms/Values Popular Athletes Significant Others. Other Reasons to Attend Events. Low ticket values High scoring event Media coverage Unpredictability = entertainment. Terms. Feature: physical characteristic of product

ishana
Download Presentation

1.05

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Product Knowledge 1.05

  2. Motivation to Attend Events • Cultural Norms/Values • Popular Athletes • Significant Others

  3. Other Reasons to Attend Events • Low ticket values • High scoring event • Media coverage • Unpredictability = entertainment

  4. Terms Feature: physical characteristic of product Benefit: what need the product fills for the customer Unique selling proposition: the one reason a product is different/better than competition Feature-benefit selling: matching characteristics of product to customer’s needs & wants Feature-benefit chart: lists benefits side-by-side with features

  5. Sources of Feature/Benefit Info Sales people Product literature Consumer review web sites Internet discussion boards

  6. Obvious benefit Immediately apparent to consumer

  7. Unique benefit Sets product apart from competition

  8. Hidden benefit Not immediately apparent to producer and/or consumer

  9. Feature-benefit chart for a product

  10. Telephone Orders • Introduce yourself • Offer specials • Write down the order • Thank the customer

More Related