A) New product / similar market
B) Similar product / new market
C) New product / new market
D) Similar product / similar market
C) i) and ii)
D) ii), iii) and iv)
A) What do we offer that is different from the competition?
B) What was the theme statement in the previous section?
C) What aspect of our offer makes it worth buying?
D) What is the point of this section?
A) prioritise the list by categories
B) list each requirement as a separate checklist item
C) use the prospects words, do not paraphrase
D) begin each item with an action verb
A) Features are more important than advantages
B) Benefits should be converted to advantages
C) Benefits have the most lasting effect on the prospect
D) You should stress features over benefits
A) Try to state features first
B) It is acceptable to emphasise by placing in a shaded box
C) Quantify where possible
D) The competition must not be able to make the same claim
A) Theme statements link strategy and solution
B) Theme statements link the advantages and benefit
C) Theme statements link discriminating features and benefits
D) Theme statements establish sales objectives
A) Allocation of authors to sections
B) The buying process
C) The evaluation process
D) Risk analysis
A) The technical buyer
B) The user
C) The main influencer
D) The economic buyer
A) Name the seller before the prospect
B) Name the seller more often than the prospect
C) Cite features before benefits
D) Cite benefits before features
Here's an interesting quiz for you.