Sometimes salespeople do not focus on the confirmed benefits of the buyer.
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Q69: A salesperson will use a "check-back" or
Q69: Confirmed benefits are persuasive and advance the
Q70: The benefits the buyer indicates are important
Q71: The combination of a specific feature and
Q73: The major purpose of the SPIN or
Q75: To keep a sales presentation fresh and
Q76: The key aspects of voice characteristics are
Q77: It is important for a salesperson to
Q78: After the introductory part of the sales
Q79: When salespeople do not focus on the
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