1. If the salesperson tells you their product will increase your profits, they are describing a business proposition benefit. a. True b. False 2. Explaining to your prospect that their knowledgeable sales and service team are an important. feature of your product is: a. marketing plan advantage b. product benefit c. a and b d. none of the above 3. In the Benefits stage of the FAB selling technique, which of the following should be emphasized a. The cost of the product or service b. The features of the product or service c. The emotional appeal of the product or service d. The positive impact on the customer 4. When using the FABulous approach, one should focus on: a. Features the prospect has expressed interest in b. The best deal you can offer c. complimenting the prospect d. building rapport 5. Chris is selling a new GPS enabled irrigation system. He highlights the fact that the system wil use less water and therefore save money. He is describing a: a. Product feature b. Product benefit c. Business proposition feature d. Business proposition benefit 5. Charisma is the key to persuasive communication. a. True b. False The salesperson will most likely learn about which product No features are important to the prospect when: a. Asking problem questions b. Asking Implication questions C. Asking need payoff questions