Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:
A) secure the buyer's agreement that his computers have the lowest price on the market.
B) secure the buyer's agreement that his computers offer high quality graphics.
C) try to convince the buyer that having high quality graphics isn't all that important.
D) talk about the graphic capabilities of his computers and then offer a quantity discount.
E) Both a and c
Correct Answer:
Verified
Q1: The value that comes from a product's
Q3: Which of the following is not one
Q4: A major purpose of SPIN and ADAPT
Q5: Which of the following is not an
Q6: During the sales presentation, the salesperson should:
A)
Q7: A physical characteristic or quality of a
Q8: A series of positive response-check indicates that
Q9: Suppose your company is going to buy
Q10: A _ is identified once the buyer
Q11: The benefits the buyer indicates are important
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