A Salesperson Talks to Customers Vincent and Lee

question 35

Multiple Choice

A salesperson talks to customers Vincent and Lee.During his presentation with Vincent,the salesperson asks him,"Would a new computer with advanced features resolve all your issues?" During his presentation with Lee,the salesperson asks,"How many people use your computer?" 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 Vincent and Lee are problem questions.
• B) The questions asked to Vincent and Lee are implication questions.
• C) The question asked to Vincent is a problem question,whereas the question asked to Lee is a need payoff question.
• D) The question asked to Vincent is a situation question,whereas the question asked to Lee is an implication question.
• E) The question asked to Vincent is a need payoff question,whereas the question asked to Lee is a situation question.

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Definitions:

Trial Close

A sales technique involving asking a prospect a question that assumes they have decided to purchase, used to gauge readiness or objections.

Accounting Software

Computer programs that assist in managing financial transactions and operations, streamlining the accounting processes for businesses.

Stalling Objection

A type of resistance or hesitation from a potential buyer, often indicating uncertainty or seeking more time rather than a final refusal.

No-need Objection

A rejection from a potential customer expressing a lack of necessity or interest in a product or service.