| A | B |
|---|
| Feature-Benefit Selling | The phase of selling in which the salesperson must prove to customers that your good or service has the features that will benefit them. |
| Feature | A physical characteristic or quality of a product. Something the customer can touch, feel, smell, see, or measure. |
| Benefit | The personal satisfaction or advantage that a customer wants from a product. It is how the feature benefits the buyer. |
| Obvious Benefit | An advantage that need little explanation by the salesperson. |
| Unique Benefit | An advantage that is available only from your good, service, or business. |
| Hidden Benefit | An advantage that cannot be seen or understood without the assistance of a salesperson. |
| Feature-Benefit Chart | A table that combines a product or extended feature with its corresponding customer benefit to create selling points. |
| Durability | Indicates how long the product will last. |
| Appearance | The look and design of a product. |
| Construction Method | Information that includes how the product is made and what it is made of. |
| Product Uses | Information detailing the ways the product can be consumed. |
| Novel Feature | A unique or special feature available only with that product. |
| Printed Sources | Information from instruction manuals, brochures, and catalogs. |
| Internet Sources | Product information from company websites |
| Informal Training | Brief on-the-job training on a product or service. |
| Experience | Product information gained from using the product. |
| Formal Training | Information gained from a class or workshop. |
