You expect a pencil sharpener to be durable

Reference no: EM131828695

A salesperson says: "You expect a pencil sharpener to be durable. Our sharpener is durable because it's constructed with titanium steel bearings. Because of these bearings, our sharpener will not jam up and will last a long time."

a. In this example, the titanium steel bearings are a

(1) Benefit.

(2) Feature.

(3) Need.

(4) Advantage.

b. "Will not jam up" is a

(1) Benefit.

(2) Feature.

(3) Need.

(4) Advantage.

c. In the statement "will not jam up" the salesperson has:

(1) Converted a product feature into an advantage.

(2) Converted benefits into a product feature.

(3) Related a product feature to the customer's need via benefits.

(4) Numbers (1) and (2) are correct.

(5) Numbers (1) and (3) are correct.

d. The statement "will last a long time" is a

(1) Benefit.

(2) Feature.

(3) Need.

(4) Advantage.

Reference no: EM131828695

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