Which of the statements about the customer benefit approach is true?
a. The salesperson should never ask a question that implies the product will benefit the customer
b. The salesperson should consider using a question instead of a benefit approach if he or she is already aware of the prospect's needs.
c. The salesperson should formulate his or her question carefully and anticipate the prospect's response.
d. The salesperson should not use the customer's response as a reference point later in the presentation.
e. The customer benefit approach is such a weak opening that it usually must be used in conjunction with another approach.
Answer: C
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