During our sales demonstration unit, we use television to help teach feature/benefit selling. I tape 3 or 4 product demonstration segments from QVC or Home Shopping Club. The hosts do an excellent job of selling their items using features and benefits. We show the segment and have the students complete a feature/benefit chart using the information given in the segment. After reviewing the first segment with the students to make sure they understand the concept, I show the remainder of the segments for practice. After they complete this assignment, they can transfer the skills to their sales demonstration project.

Lee Ann Johns
New Mexico
Reprinted from MarkEd Update Center (e-mail), 8/15/05