What is the definition of an advantage?

Question

Options

• AA detailed description of the technology behind a product or service
• BA description of a product or service and its key attributes
• CA generic description of how a feature favorably compares against other alternatives
• DA description of how the service/product benefits the customer

• C
  93% (14)
• D
  7% (1)

Explanation

In sales methodology (FAB: Features, Advantages, Benefits), an advantage is specifically how a feature stacks up favorably against competing options - it's a general, comparative statement not yet tied to a specific customer's needs. Option C captures this precisely.

• A is wrong - describing the technology behind a product defines a feature's technical spec, not an advantage.
• B is wrong - describing key attributes of a product/service is the definition of a feature, not an advantage.
• D is wrong - describing how the product benefits the customer is the definition of a benefit (the "B" in FAB), which is personalized and customer-specific.

Memory tip: Think of the FAB ladder - Feature → Advantage → Benefit. An advantage sits in the middle: it moves beyond "what it is" (feature) but stops short of "what it means for YOU" (benefit). If it mentions the customer, it's a benefit; if it compares to alternatives generically, it's an advantage.

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