Question

Before developing a product feature-benefit chart, a salesperson must first

(a): explain the product's apparent benefits.

(b): evaluate the competition's reactions.

(c): obtain the necessary facts.

(d): list the product's most important features.

Answer 1

Before developing a product feature-benefit chart, a salesperson must first is the option (a) explain the product's apparent benefits.

Answer 2

The first step for a salesperson is Option c: obtain the necessary facts.

• All of the attributes of the product that distinguish it from other products, as well as the ways in which it will benefit customers, are listed in the product feature-benefit chart.
• This chart is created by a salesperson.
• However, before generating this chart, the salesperson must first gather the essential information and necessary facts.
• This information should be based on product and market knowledge, as well as customer purchasing habits.
• Customers will respond positively to product purchases if the salesman can readily build confidence in them.
• Because the benefits and important features of a product should be based on certain facts, options a and d are incorrect.
• Option b is incorrect since the first step cannot be evaluating the reaction.
• Therefore, gathering information is a necessary first step.