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| . Benefit: An advantage a customer receives from using a product |
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| Case history: A detailed account of the benefits received from the use of a product, given by an identified product user |
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| Customer feedback: Evaluative or corrective information given by the customer to the salesperson |
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| Feature: A fact or characteristic of the product |
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| Need: Something required or essential which is lacking |
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| Product analysis sheet: A list of a product’s features and benefits prepared by the salesperson to assist in the sales presentation |
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| . Product demonstration: Actions of the salesperson in the sales presentation that show the product’s features |
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| Sales dialogue: Discussion between the salesperson and the customer during the sales presentation in which the salesperson describes the product’s features and customer benefits |
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| Sales presentation: The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration |
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Selling aid: An item a salesperson can use to help demonstrate a product, such as a graph,
a chart, or a customer testimonial |
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| Testimonial: A statement by an identified user of a product, proclaiming the benefits received from the use of that product |
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| Webinar: A seminar or training session conducted online |
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