Identifying product features and then converting these features to buyer benefits is an integral part of which style of selling?
A)Functional attribute selling
B)Product-style selling
C)Marketing-style selling
D)Consultative-style selling
E)Analysis-style selling

Question

Quizplus · Accepted Answer

Identifying product features and converting them into buyer benefits is a key characteristic of the consultative selling style, which places a strong emphasis on understanding the customer's needs and providing tailored solutions to address them. This style of selling requires the salesperson to actively listen, ask questions, and be knowledgeable about the product in order to identify the most relevant features for each customer's unique situation. By doing so, the salesperson can then explain how these features will benefit the customer, ultimately helping to close the sale.

Identifying Product Features and Then Converting These Features to Buyer