Asked by Emily Calabrese on May 22, 2024
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Advantages may or may not be connected to an expressed or actual customer need.
Advantages
In the FAB sales approach, general statements about what the features do; they may or may not be connected to an expressed or actual customer need.
Expressed Need
A requirement or desire that has been clearly stated or communicated by individuals or groups.
Actual Need
The genuine requirement or necessity for a product or service based on a customer's specific situation or problem.
- Comprehend the fundamental concepts and strategies involved in personal selling.
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Learning Objectives
- Comprehend the fundamental concepts and strategies involved in personal selling.
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