The benefits the buyer indicates are important and represent value are known as potential benefits.
Correct Answer:
Verified
Q65: A brief description of a specific instance
Q66: To be thorough and demonstrate expertise, salespeople
Q67: Response checks-also known as check-backs-should be used
Q68: Product features and confirmed benefits are linked
Q69: Confirmed benefits are persuasive and advance the
Q69: A salesperson will use a "check-back" or
Q71: The combination of a specific feature and
Q73: The major purpose of the SPIN or
Q74: Sometimes salespeople do not focus on the
Q75: To keep a sales presentation fresh and
Unlock this Answer For Free Now!
View this answer and more for free by performing one of the following actions
Scan the QR code to install the App and get 2 free unlocks
Unlock quizzes for free by uploading documents