Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 18

To convince the customers that your product's benefits are important, show how the product benefits will meet their needs. Suppose the customer says: "I need some kind of gadget that will get me out of bed in the morning." Which of the following statements best relates your product feature, the GE clock radio's
Snooze alarm, to this customer's need
A) "Ms. Jones, this GE radio has a snooze alarm that is very easy to operate. See, all you do is set this button and off it goes."
B) "Ms. Jones, the GE radio is the newest radio on the market. It carries a oneyear guarantee and you can trade in your present radio and receive a substantial cut in the price."
C) "Ms. Jones, since you say you have trouble getting up in the morning, you want an alarm system that will make sure you wake up. Now, GE's snooze alarm will wake you up no matter how often you shut the alarm off. You see, the alarm goes off every seven minutes until you switch off the special 'early bird' knob."