MANAGEMENT

Detailed explanation-1: -Hidden benefits are advantages that cannot be seen or understood without the assistance of a salesperson. If a customer is buying a pair of shoes, s/he can see the shoes’ color and style but won’t be aware of how comfort-able they are until the salesperson persuades him/her to try them on.

Detailed explanation-2: -Given that benefits are ultimately more important to your customers than features, it is imperative that you understand the benefits your products and services provide, emphasize these benefits in your sales efforts, and update your products and services when new or additional benefits are desired by your customers.

Detailed explanation-3: -Feature-benefit selling is a straightforward but highly effective sales strategy. The premise behind it is simple: the salesperson’s job is to connect the features of their product to the benefits the customer will receive if they use it.

Detailed explanation-4: -Features are the characteristics of the product. An advantage is how the feature helps your customer. The product’s benefits refer to what the user gains from using it as well as how it’s better than its competitors. Benefits are the outcomes of using features.

Detailed explanation-5: -A FAB analysis describes the features, advantages and benefits of a product, and how they work together to help differentiate a product within the market.