An advantage statement is one where the seller has assumed that the buyer has a need or requirement In other words, taking our previous example, if the customer had not specifically expressed a desire to use less disk space, then the previous statement is in fact an advantage and not a benefit.
So the challenge for us as salespeople is to uncover what the customer actually needs, before we start talking about the "benefits" of our products.
While I imagine there would be a number of sales people reading this and thinking "that's obvious - the rep didn't do his homework", I am constantly surprised at how often experienced sales people also fall into this trap.
Answer:
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Reading titles and headings in order to get an overview of what lies ahead in a reading passage is called surveying.
Explanation:
wanting to learn more and to know more.
Correct Answer: D. Heavier for new employees
