6 Creating Product Solutions
Source: Michael Ahearne
Learning Objectives
When you finish reading this chapter, you should be able to
6.1 Explain the importance of developing product solutions that add value
6.2 Describe the importance of becoming an expert regarding product knowledge
6.3 Describe the importance of becoming an expert regarding company knowledge
6.4 Describe how expert knowledge of competition and industry trends improves personal selling
6.5 List major sources of product, competitor, and industry information
6.6 Explain how to add value with a feature–benefit strategy
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