A Salesperson Makes a Sales Presentation to Customers Jake and Jason.During

question 47

Multiple Choice

A salesperson makes a sales presentation to customers Jake and Jason.During the presentation with Jake,the salesperson asks him,"How many people use your coffee machine?" During the presentation with Jason,the salesperson asks him,"Is the cost of maintaining your coffee machine becoming an issue?" Classify the question type based on the SPIN (situations questions,problem questions,implication questions,need payoff questions) technique used by salespeople to understand a prospect's needs.

• A) The questions asked to Jake and Jason are need payoff questions.
• B) The questions asked to Jake and Jason are problem questions.
• C) The question asked to Jake is a need payoff question,whereas the question asked to Jason is an implication question.
• D) The question asked to Jake is a situation question,whereas the question asked to Jason is a problem question.
• E) The question asked to Jake is a need payoff question,whereas the question asked to Jason is a situation question.

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Definitions:

Periodic Net Income

The net earnings or loss for a specific reporting period, reflecting the company's operational efficiency and earnings capacity.

Cash Basis

A financial recording technique that only acknowledges income and expenditures upon the actual receipt or disbursement of cash.

Revenue Recognition

The accounting principle that dictates the specific conditions under which income is recognized by an entity.

Accrual Basis

An accounting method that records revenues and expenses when they are earned or incurred, regardless of when the cash transaction happens.