810-440 · Question #160
Which two statements partially describe the difference between product-based and outcome- based sales? (Choose two)
The correct answer is A. In product-based sales the customer knows the issue and is likely to fix it, in outcome- based B. In product-based sales the customer expects to make product comparisons, in outcome- based. Product-based sales typically involve customers who know their specific product need and compare options, whereas outcome-based sales focus on solving customer problems where the specific solution may be unknown.
Question
Which two statements partially describe the difference between product-based and outcome- based sales? (Choose two)
Options
- AIn product-based sales the customer knows the issue and is likely to fix it, in outcome- based
- BIn product-based sales the customer expects to make product comparisons, in outcome- based
- CIn product-based sales the customer may or may not be aware of the opportunity or problem, in
- DIn product -based sales the customer wants to hear about multiple solutions, in outcome -based
How the community answered
(45 responses)- A93% (42)
- C2% (1)
- D4% (2)
Why each option
Product-based sales typically involve customers who know their specific product need and compare options, whereas outcome-based sales focus on solving customer problems where the specific solution may be unknown.
In product-based sales, customers generally have a defined need for a product and are actively seeking to acquire it to address a known issue, while in outcome-based sales, customers might articulate a problem or a desired end-state, leaving the solution definition to the seller.
Customers engaging in product-based sales frequently compare features, specifications, and pricing of various products to make an informed purchase decision, whereas outcome-based sales prioritize the delivered value or business impact, often involving tailored solutions rather than direct product comparisons.
The statement incorrectly suggests that customers in product-based sales may be unaware of their problem; typically, they are aware of a specific need for a product to address a known issue.
While customers in product-based sales might compare different products, the desire to "hear about multiple solutions" is more characteristic of outcome-based sales, where the vendor proposes various approaches to achieve a desired business outcome.
Concept tested: Product-based vs. Outcome-based sales characteristics
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