Multiple Choice
In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI) "? Jerry is using a _____ question in the SPIN method.
A) situation questions
B) problem questions
C) implication questions
D) need-payoff questions
E) financing questions
Correct Answer:
Verified
Correct Answer:
Verified
Q3: It is during the qualifying stage of
Q4: The first step in personal selling is
Q5: The modern selling practice is based upon
Q6: Which of the following activities is not
Q7: How many basic steps are involved in
Q9: Salespeople who are conversant on a broad
Q10: Which of the following is the primary
Q11: Salespeople who call on _ are most
Q12: Implication questions,part of the SPIN method,assess the
Q13: All of the following are approaches a