Author Question: According to your textbook, ________ are the most attractive features of a product. A) desirable ... (Read 58 times)

Diane · **on:** Jun 23, 2018

According to your textbook, ________ are the most attractive features of a product.

A) desirable benefits
B) specialties
C) points of access
D) selling points
E) price points

Question 2

In marketing and sales messages, the best way to handle potential objections is to

A) avoid mentioning them.
B) identify them up front and try to address as many as you can.
C) explain why the objections aren't really important.
D) suggest that anyone who has them simply needs to do more research.
E) imply the objections stems from ignorance.

shewald78 · **Reply #1 on:** Jun 23, 2018

Answer to Question 1

Answer: D
Explanation: D) A selling point is an attractive feature of a product that appeals to customers. A selling point of an iPad is how easy the device is to use.

Answer to Question 2

Answer: B
Explanation: B) If you wait for the audience to discover problems they are likely to hold those problems against you. If you anticipate objections ahead of time the audience is more likely to accept the flaws and move on.