A Salesperson for a Logistics Software Company Makes a Sales

question 26

Multiple Choice

A salesperson for a logistics software company makes a sales presentation to customers Isabel and Sylvia.During the presentation with Isabel,he asks her,"Is your current software difficult to fix?" During the presentation with Sylvia,he asks her,"What happens if you fail to deliver your products due to software issues?" 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 Isabel and Sylvia are need payoff questions.
• B) The question asked to Isabel is a situation question,whereas the question asked to Sylvia is a need payoff question.
• C) The question asked to Isabel is a problem question,whereas the question asked to Sylvia is an implication question.
• D) The question asked to Isabel is a need payoff question,whereas the question asked to Sylvia is a problem question.
• E) The questions asked to Isabel and Sylvia are problem questions.

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Definitions:

Distinguish Between

To identify or recognize the differences or distinctions between two or more items, concepts, or entities.

Alternative Dispute Resolution

A range of methods like mediation and arbitration used to resolve disputes outside of traditional court proceedings.

Moral Rights

The rights of creators and authors to protect their work and its use, specifically the rights of attribution and integrity.

Anton Piller Order

A court order that allows the plaintiff to enter the defendant's premises to obtain evidence without prior warning.