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Author Question: Explain the difference between features and benefits and how it applies to sales. What will be an ... (Read 32 times)

rmenurse

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on: Jul 6, 2018
Explain the difference between features and benefits and how it applies to sales.
 
  What will be an ideal response?

Question 2

Refer to Additional Case 4.4. Which of the following is the most important step for Xavier as he institutes a diversity program at Hot Rods?
 
  Additional Case 4.4
  Xavier has just become the head of HR at Hot Rods, Inc. He notices that the company is very homogenous, especially in light of the very diverse community in which it is located. He is surprised to find that the number of women and other minorities is quite low in all positions. As one of his first responsibilities, Xavier wants to implement a diversity program at Hot Rods.
 
  A) Adopting a narrow definition of diversity in order to not let the term become overly-inclusive
  B) Creating a two-day training program and requiring all employees to attend
  C) Involving a cross-section of employees in designing the program
  D) Focusing the program solely on top management
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tashiedavis420

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Reply #1 on: Jul 6, 2018
Answer to Question 1

The features of a product are facts, such as the hardness and sharpness of a drill. Benefits relate to what the product accomplishes  here, the benefit of a drill is that it makes a hole. Benefits solve customer problems or make their life easier.

Answer to Question 2

Answer: C


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