Question

The Discussion subject: A product strategy is a well-conceived plan whereby a sales representative becomes a product expert, understanding it's features, selling the product's benefits and creating value-added solutions. A good salesperson must be able to distinguish between product features (what the product is/what it can do), and product benefits (how it helps the customer).

1) Think of a product that you have bought or considered buying, and that involved dealing with a salesperson. Describe the product, its "features", and the respective "benefits" for you the customer.

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2) Briefly describe the salesperson's approach, and if the salesperson did a good job of communicating the benefits you would receive by purchasing the product. Explain.

Answer 1

The detail solution is given below-

The distinction between the terms benefits and features is an important concept in developing and marketing a product or service. Features are characteristics that your product or service does or has. For example, some ovens include features such as self-cleaning, smooth stovetops, warming bins, or convection capabilities.

Benefits are the reasons customers buy the product or service. For example, the benefits of some ovens to buyers include safety, ease of use, affordability, or—in the case of many ovens that feature stainless steel casings—prestige.

1) A few days ago I went to shop for a mobile phone in electronics shop. There I have bought a mobile phone. The features and benefits that salesman told me are as follows,

FEATURES- This salephone has 6gb ram and 128 gb ram. It come with G80 helio processor and long lasting 6000mah battery backup. It has 6.53 inch hd plus display. It is splash proof. It's lightweight.

BENEFITS- You will get one year warranty with this mobile phone. You can play large size game in this mobile, this mobile will not get hank after heavy use. Even after such a long lasting battery, this phone is so lightweight, even you will not feel like it's there. It's charging time is very low. And last but not least, it's best mobile phone in this range with all of these features.

2) The salesperso's approach is very nice. He has very warm smile. The way he told us the features and benefits is so professional. He assured me about any after purchase query. From the features we got impressed, but from the way he tild us that mobile phones benefits, we confirned our purchase. He literally put that mobile phone in his pocket when he was telling us about how lightweight that phone is. We have realized that all the benefits he was telling are actually true. The salesperson did a good job.

Thank you.