Bonnie Gui, an appliance salesperson, is using the SPIN approach. She was sure her prospect was ready to buy, but instead the prospect responded negatively to the need-payoff question. What should Bonnie do now?
A. Begin her demonstration
B. Ask a problem question
C. Use a trial close
D. Terminate the presentation and leave
E. Ask for a new appointment on another day
Answer: B
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Roger buys lumber and supplies, and builds a very expensive desk. Roger has acquired title to
this desk by: A) Accession. B) Production. C) Confusion. D) Gift. E) Purchase.
Under the rule of reason for violations under the Sherman Act, certain restraints of trade can be
legal in some circumstances and illegal in others. Indicate whether the statement is true or false
An increase in the current asset to total asset ratio will result in ________
A) an increase in profit B) an increase in risk C) a decrease in risk D) a decrease in profit
Multimarket competition occurs when firms:
A. sell different products to the same customer. B. have a high level of awareness of their competitors' strategic intent. C. simultaneously enter into an attack strategy. D. compete against each other in several geographic or product markets.