By using the SPIN approach, salespeople hope to receive the prospect's approval for analyzing a problem.
Answer the following statement true (T) or false (F)
False
The multiple questions in the SPIN approach force the prospect to immediately participate in the sales interview and quickly develop two-way communication. Carefully listening to the prospect's needs helps the salesperson to determine what features, advantages, and benefits to use in the sales presentation. The method is not used to gain permission to conduct an analysis.
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Which is the most active (i.e., allows for interaction) type of training?
A. Podcasts B. Webcasts C. Webinars D. CBTs
The Du Pont model measures ROI as it is affected by
a. contribution margin and asset turnover. b. profit margin and asset turnover. c. asset turnover. d. profit margin.
The process of revising prior probabilities to create posterior probabilities based on sample information is a
a. revision process b. sampling revision c. Bayesian revision d. posterior revision
What is a company's unique responsibility to its stockholders?
A) to make a profit B) to produce products that the public will find useful C) to provide jobs to workers D) to create a stable balance sheet between income and expenses E) to be a good corporate neighbor