When selling to resellers,salespeople need to focus solely on the product features that will benefit the ultimate consumer.

Question

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When selling to resellers, salespeople need to focus on the benefits that the reseller will gain from carrying and selling the product, such as profit margin or differentiation from competitors. The reseller will then communicate the product features that will benefit the end consumer.

When Selling to Resellers,salespeople Need to Focus Solely on the Product