In a sales presentation,Jerry asks the prospect,"How much would you save if our company could help you reduce errors by 75%"? Jerry is using a _____ question in the SPIN method.
A) situation questions
B) problem questions
C) implication questions
D) need-payoff questions
E) financing questions
Correct Answer:
Verified
Q70: The _ method relies upon asking four
Q71: All of the following are approaches a
Q72: Using a present customer's name as a
Q73: In a sales presentation,Jerry asks the prospect,"What
Q74: _ is an approach to handling objections
Q76: In a sales presentation,Jerry asks the prospect,"How
Q77: Which of the following considerations is relevant
Q78: During which phase of personal selling does
Q79: When a salesperson disputes a doubt raised
Q80: The _ phase of personal selling is
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