Getting (and selling) the benefit of benefits

November 2003
Cabinet Maker;11/7/2003, Issue 5363, p6
Trade Publication
Comments on the benefits customers get from the features of the products purchased for their personal and recreational needs. Concept on where the benefits lie with every purchase a consumer makes; Problem faced on the knowledge of benefits of products endorsed by the salespeople; Importance of understanding the benefits of the features of the products by both the salespeople and the customer.


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