According to the research of Neil Rackham,which stage of the sales process has the most impact on a buyer's decision to purchase a product?
A)pre-approach
B)solution selection
C)need discovery
D)sales presentation
E)product configuration

Question

Quizplus · Accepted Answer

Neil Rackham's research, particularly in his work "SPIN Selling," emphasizes the importance of the need discovery stage in the sales process. This stage, where salespeople uncover and develop the needs of their potential customers, is critical because it helps in understanding what the buyer truly requires, thereby significantly impacting the buyer's decision to purchase a product.

According to the Research of Neil Rackham,which Stage of the Sales