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Sales and selling: Difference between revisions
→B2B Selling and Sales Management - Session 2
(→B2B Selling and Sales Management - Session 1: * '''FAB-analysis''' == Feature, Advantage, Benefit) |
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== B2B Selling and Sales Management - Session 2 == | == B2B Selling and Sales Management - Session 2 == | ||
* '''FAB-analysis''' | * '''FAB-analysis''' | ||
:: '''Feature''' is any ''physical characteristic'' of a product | |||
:::: '''Advantage''' is the ''performance characteristic'' of a product that describes how it can be used or how it will help the buyer | |||
::::::'''Benefit'''is a favourable ''result'' the buyer receives from the product | |||
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[[Category:Marketing specialization track]] | [[Category:Marketing specialization track]] | ||