SEM 1.05 Test Review

Feature-benefit selling should always occur

• during the sales presentation
• before the sales dialogue
• after the product demonstration
• before the sales presentation

A salesperson points out that a delivery van has a driver’s side air bag. The salesperson has identified a product

• option
• benefit
• feature
• objection

A new sports car has bright red paint. The bright paint is a feature rather than a benefit of the car because

• cars can be painted any color 
• it provides satisfaction to the customer
• most people prefer red sports cars
• it is a physical characteristic of the car

A salesperson who tells a customer that a particular product will be easy to keep clean has presented a 

• customer benefit
• product demonstration
• service guarantee
• customer characteristic

A salesperson said, “As you can see, the larger capacity of these washing machines will enable you to wash more clothes at one time.” The salesperson has identified what type of benefit for the product?

• hidden
• unique
• obvious
• exclusive

Your company’s product has an exclusive feature that is not offered by similar products on the market. For consumers, this product provides a(n)

• unique benefit
• comparable value
• absolute advantage
• irresistible bargain

While explaining the price difference between two garden hoses, a salesperson said, “Although they look alike, this one is more durable. It is made of higher quality material which is guaranteed for 20 years.” The salesperson has identified a(n) __________ benefit.

• hidden
• unique
• obvious 
• exclusive

A customer interested in buying a stereo was told by the salesperson the stereo’s size, weight, number of transistors, and amount of wiring, but the customer left without buying. What did the salesperson do wrong?

• spent too much time with the customer
• provided inaccurate product information
• provided too little product information
• sold product features instead of product benefits

If a customer tells a salesperson that s/he can buy a similar product from another company for a much better price, that salesperson should respond by

• comparing the features of the two products
• pointing out the benefits of his/her company's product
• pointing out the weaknesses of the other company's product
• assuming that his/her company can't compete with the other company

To explain a product’s quality to customers, a salesperson should stress the product’s           

• uses
• style
• warranty
• construction