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:

Indian Children

Refers to the young population of Native American heritage or those originating from India residing in various regions.

Buffalo Herds

Groups of buffalo that roam together, often found in North America and played a significant role in the ecosystem and Native American cultures.

Homestead Act

A United States federal law passed in 1862 that granted 160 acres of public land to any individual who would farm it for at least five years.

Railroads

A transportation system consisting of a track of rails on which trains travel, used for moving passengers and goods over long distances efficiently.