Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 19

A salesperson says: "You expect a pencil sharpener to be durable. Our sharpener is durable because it's constructed with titanium steel bearings. Because of these bearings, our sharpener will not jam up and will last a long time."
a. In this example, the titanium steel bearings are a
(1) Benefit.
(2) Feature.
(3) Need.
(4) Advantage.
b. "Will not jam up" is a
(1) Benefit.
(2) Feature.
(3) Need.
(4) Advantage.
c. In the statement "will not jam up" the salesperson has:
(1) Converted a product feature into an advantage.
(2) Converted benefits into a product feature.
(3) Related a product feature to the customer's need via benefits.
(4) Numbers (1) and (2) are correct.
(5) Numbers (1) and (3) are correct.
d. The statement "will last a long time" is a
(1) Benefit.
(2) Feature.
(3) Need.
(4) Advantage.