Julia,a salesperson for an automobile firm,explains all the attributes and benefits of a car to a customer in her sales presentation.The customer loses interest in her presentation because Julia overloads the presentation with attributes the customer was not interested in knowing and her presentation does not address her needs.This is an example of:
A) cold calling.
B) a negative opening.
C) a blitz.
D) a creeping commitment.
E) feature dumping.

Question

Quizplus · Accepted Answer

This situation describes the concept of feature dumping, where a salesperson overwhelms the customer with too much information about the product, leading to a loss of interest.

Julia,a Salesperson for an Automobile Firm,explains All the Attributes and Benefits