Multiple Choice
All of the following are benefits of the opinion approach EXCEPT:
A) revealing unexplored product opportunities.
B) helping new salespeople to engage prospects.
C) using technology to show product applications.
D) encouraging prospects to discuss their needs.
E) showing appreciation for a prospect's expertise.
Correct Answer:
Verified
Correct Answer:
Verified
Q21: The showmanship approach involves doing something unusual
Q22: The shock approach uses a surprising demonstration.
Q23: In general,using statements or demonstrations in the
Q24: For salespeople,the approach refers to the time
Q25: The situation question used in the SPIN
Q27: Which of the following is an example
Q28: The opinion approach challenges a potential buyer's
Q29: What is an objective of both the
Q30: Petra Lamar approached her prospect with the
Q31: By using the SPIN approach,salespeople hope to