What Should a Salesperson Know About the Difference Between Potential

Multiple Choice

What should a salesperson know about the difference between potential and confirmed benefits?

A) Confirmed benefits are persuasive and advance the sale forward on the basis of creating added value for the buyer.
B) Buyers are more interested in potential benefits because their needs change depending on situational factors related to the purchase.
C) Potential benefits are persuasive and advance the sale forward on the basis of creating added value for the buyer.
D) The total amount of potential benefits offered by a product or service form its value proposition, which is what customers are really looking for.