Assessment of Skills and Knowledge(ASK) in Fundamental Marketing Concepts Practice Test

How does selling contribute to possession utility?

1. By creating desire for products

2. By keeping the economy moving

3. By affecting employment

4. By increasing competition

The correct answer is: By creating desire for products

Selling contributes to possession utility by creating desire for products. Possession utility refers to the value that customers derive from being able to own and use a product. When a salesperson effectively communicates the features and benefits of a product, they help customers recognize its value and desirability. This engagement leads customers to feel an emotional connection to the product, ultimately motivating them to make a purchase. When customers want a product, effective selling techniques can facilitate that transaction, allowing them to take possession of it more easily. This connection often involves not only the act of selling itself but also the atmosphere and experience provided during the sales process, which can enhance the customer's satisfaction and perceived value of the product. By emphasizing the benefits and unique aspects of a product through selling, businesses increase the likelihood of customers wanting to own that product, thus enhancing possession utility.