University of Central Florida (UCF) MAR3391 Professional Selling Practice Exam 2

The benefit opening is effective because it directly addresses the prospective customer's needs right from the start of the interaction. By stating a benefit of the product or service, the salesperson frames the conversation in a way that highlights how the offering will positively impact the prospect. This method sets a compelling tone for the discussion, aligning the salesperson's pitch with what matters most to the buyer, thereby increasing engagement and interest.

In contrast, the benefit closing is more focused on finalizing the sale by reiterating benefits at the close of the conversation, rather than establishing that connection upfront. The consultative approach emphasizes collaboration and uncovering needs through dialogue rather than solely presenting benefits, and value-based selling involves providing justification for the price based on perceived value, which does not specifically focus on immediate prospect needs in the opening of the sale.