Certified Travel Associate Practice

What are features in the sales context?

1. Preferred suppliers

2. Probing

3. Open Questions

4. Characteristics of a product that provide value to the customer

The correct answer is: Characteristics of a product that provide value to the customer

The correct answer identifies features in the sales context as characteristics of a product that provide value to the customer. In sales, understanding and effectively communicating the features of a product is crucial because these characteristics can address customer needs and help them see the benefits of what you are offering. When customers can clearly see how a product's features translate into real value for them, they are more likely to make a purchase. Preferred suppliers, while important in a sales context, refer to specific vendors that have established favorable terms, benefits, or reliability rather than directly defining what features are. Probing relates to the technique of asking questions to better understand customer needs, which is a useful skill but not a definition of features. Open questions are a type of questioning method that encourages dialogue but, again, do not clarify the nature of what constitutes a feature in sales.