In context of the purchase decision process,prospects are most interested in:
A)features that produce benefits addressing their buying motives.
B)the features and benefits that the salesperson reinforces with oral claims.
C)the features and benefits they are familiar with.
D)the features and benefits the salesperson has talked about.
E)the brand and image of the product in the market.

Question

In context of the purchase decision process,prospects are most interested in:​
A)​features that produce benefits addressing their buying motives.
B)the features and benefits that the salesperson reinforces with oral claims.
C)​the features and benefits they are familiar with.
D)​the features and benefits the salesperson has talked about.
E)​the brand and image of the product in the market.

Quizplus · Accepted Answer

Prospects are most interested in features that produce benefits addressing their buying motives. They are primarily concerned with how the product or service can solve their problems or fulfill their needs. The salesperson should focus on highlighting the features and benefits that are most relevant to the prospect's needs and motivations.

In Context of the Purchase Decision Process,prospects Are Most Interested