| A | B |
|---|
| Feature | physical characteristic or quality of a product, description of something a person can touch, feel, smell, see, or measure |
| Benefit | the satisfaction that a customer wants from a good or service |
| Obvious Benefit | a benefit that is easily recognizable |
| Unique benefits | benefits that come only with the purchase of a particular product |
| Hidden benefits | benefits that are not usually seen without the assistance of a salesperson |
| Feature-benefit selling | the part of a sales presentation where the salesperson points out that a good or service has features that will benefit the customer |
| Feature-benefit chart | a listing of a product's features with their corresponding benefits |
| Listen, observe, question | How to determine customer needs and which benefits you should high light. |
