A selling point is main advantage a

A selling point is main advantage an article possesses which if emphasized is likely to induce the customers into making purchase. Selling points must be used discriminately and tactfully. Sales talk should not be a mere statement of the obvious and known facts nor should it be an enumeration of selling points. The later should be used with a view to appeal to the particular buying motive of the customer. The selling points which are of the commonest in use of attractiveness of the package, low price, special selling terms, durability, latest design, labour saving, case of use and comfort. These are linked with buying motives and the salesman should make an analysis of the goods with a view to ascertain the selling points that would carry the most weight in the sales talk and use the appropriate ones. A study of the uses and attractive features of the goods is necessary to emphasize them in the sales talk.