Final answer:
The statement is false because buyers perceive salespeople to be solution-oriented, not sales oriented, when they emphasize benefits and solutions over the features of a product or service.
Step-by-step explanation:
When buyers perceive salespeople as being sales oriented, it generally refers to a perception that the salesperson is more focused on making the sale itself rather than truly addressing the needs and problems of the buyer. This perception is often linked to situations where salespeople prioritize highlighting the features of their product or service rather than the benefits and solutions it provides. Contrary to the claim in the question, buyers typically view salespeople as solution-oriented when they stress benefits and solutions rather than just the features. Therefore, the statement that buyers perceive salespeople as sales oriented when sellers stress benefits and solutions over features is false. Understanding the difference between features (specific attributes or aspects of a product or service) and benefits (the positive outcomes or problem-solving value that the buyer receives) is crucial for effective sales communication. Every purchase decision is based on the buyer's belief about the satisfaction that the good or service will offer, which is fundamentally shaped by the information they have about the benefits and solutions.