The customer benefit approach is most useful when the salesperson:
A) knows the prospect's critical needs.
B) calls on a new, unfamiliar prospect.
C) develops a lengthy sales presentation.
D) sells a complex, technical product.
E) sells newly redesigned products.

Question

Quizplus · Accepted Answer

Benefit statements are useful in situations in which you know the prospect's or customer's critical needs and have a short time to make your presentation.

The Customer Benefit Approach Is Most Useful When the Salesperson