1.05 Product Knowledge.

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Presentation transcript:

1.05 Product Knowledge

Motivation to Attend Events Cultural Norms/Values Popular Athletes Significant Others http://www.entrepreneur.com/encyclopedia/term/ 82480.html

Other Reasons to Attend Events Low ticket values High scoring event Media coverage Unpredictability = entertainment http://www.entrepreneur.com/encyclopedia/term/ 82480.html

Terms Feature: physical characteristic of product Benefit: what need the product fills for the customer Unique selling proposition: the one reason a product is different/better than competition Feature-benefit selling: matching characteristics of product to customer’s needs & wants Feature-benefit chart: lists benefits side-by- side with features http://www.entrepreneur.com/encyclopedia/term/ 82480.html

Sources of Feature/Benefit Info Sales people Product literature Consumer review web sites Internet discussion boards

Obvious benefit Immediately apparent to consumer

Unique benefit Sets product apart from competition

Hidden benefit Not immediately apparent to producer and/or consumer http://www.myinternetbusinesssecrets.com/is-there-a-secret-sauce-for-increasing-your-sales/

Feature-benefit chart for a product

Telephone Orders Introduce yourself Offer specials Write down the order Thank the customer

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