Features address rational buying motives and benefits address emotional buying motives.
Correct Answer:
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Q71: Salespeople must have an objective for each
Q72: Because a salesperson will see the same
Q73: Customer Value Propositions are created to overcome
Q74: When conducting a sales dialogue, the salesperson
Q75: Features provide benefits, and benefits address buying
Q77: "I am looking for ways to improve
Q78: One of the disadvantages of using Customer
Q79: In order to complete a Sales Dialogue
Q80: "I need to reduce our costs" is
Q81: The first part of a written sales
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