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Definition of Features and benefits selling

Features and benefits selling Definition from Business & Finance Dictionaries & Glossaries
MONASH Marketing Dictionary
a selling style in which a salesperson is careful to relate each feature of the product being presented to a particular benefit which the feature will deliver to the buyer.
2004 (c) Copyright & Reprint Courtesy of the Dept. of Marketing, Faculty of Business and Economics, Monash University; edited by Mr. Don Bradmore.