Explain how the sales person may use implication and requirement-payoff questions
What will be an ideal response?
As a consultant, the salesperson asks a series of focused SPIN questions during calls. Through these questions, the rep helps the customer manager uncover implication questions, which require customer managers to fully articulate the consequences of not resolving the firm's difficulties. The skilled sales rep prompts the prospect whenever possible to define both incurred costs and lost benefits in monetary terms. Requirement-payoff questions help the customer manager assess the worth in monetary terms of the solution that the supplier firm's market offering provides.
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Under current GAAP, the rate of interest assigned to non-interest-bearing notes is
A) the borrower's incremental borrowing rate. B) the lender's incremental borrowing rate. C) the interest rate for long-term government securities. D) the prime rate.
Most proposals are delivered in writing after an oral presentation
Indicate whether the statement is true or false.
The variance of the returns of Stock X is 62.5 percent, and the expected return from the stock is 18 percent. Calculate the coefficient of variation of the stock.
A. 3.47 B. 0.44 C. 40.98 D. 0.29 E. 1.86
What are the advantages for a manufacturer of parts standardization and modular architecture and how are they related?
What will be an ideal response?