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Feature-Benefit Selling

Feature-Benefit Selling. Features are…. Basic, physical or extended attributes or characteristics of a product or purchase Intended uses—buys a watch to tell time Reasons for price differences among products—car satellite radio costs more. Benefits are….

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Feature-Benefit Selling

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  1. Feature-Benefit Selling

  2. Features are… • Basic, physical or extended attributes or characteristics of a product or purchase • Intended uses—buys a watch to tell time • Reasons for price differences among products—car satellite radio costs more

  3. Benefits are… • Advantages or personal satisfaction a customer gets from the good or service • Of value to the customer • Analyzed from the customer’s viewpoint • How do features help the product’s performance? • How does the performance give the customer a personal reason to buy the product? • Ex: Air pockets in heel of athletic shoe cushion the impact therefore protects the foot from injury

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