Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.
Correct Answer:
Verified
Q64: A key to the success of effective
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: A salesperson will use a "check-back" or
Q70: The benefits the buyer indicates are important
Q71: The combination of a specific feature and
Q73: The major purpose of the SPIN or
Q74: Sometimes salespeople do not focus on the
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