Exhibit 9-20 -In Exhibit 9-20, How Does Market Segment a Differ from a Differ

question 8

Multiple Choice

Exhibit 9-20
-In Exhibit 9-20, how does market segment A differ from market segment B?

• A) demand is relatively more elastic in segment A than in segment B
• B) demand is relatively more income elastic in segment A than in segment B
• C) demand is relatively more income elastic in segment B than in segment A
• D) there are more consumers in segment A than in segment B
• E) demand is relatively more inelastic in segment A than in segment B

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Definitions:

Direct Question

A straightforward inquiry that seeks specific information, often used in sales and negotiations to gather insights or confirm details.

Closed-Ended

Pertaining to questions or statements that limit responses to specific options, often requiring a simple yes or no answer.

Problem Question

A questioning technique used in sales or consultancy to identify a client's issues, needs, or challenges, facilitating a tailored solution.

SPIN Approach

The SPIN Approach is a strategic sales technique that focuses on understanding and addressing the specific Situation, Problem, Implication, and Need-payoff questions of a potential client.