A Salesperson from Dun-Rite Equipment Company Asks a Supermarket Manager,"If

question 24

Multiple Choice

A salesperson from Dun-Rite Equipment Company asks a supermarket manager,"If I can provide your meat department with on-the-site training at no extra charge,would you be interested?" In terms of the SPIN technique,this is an example of a(n) _____ question.

• A) situation
• B) problem
• C) implication
• D) benefit
• E) need payoff

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Definitions:

Punitive Damages

Punitive damages are monetary compensations awarded in lawsuits, over and above the actual damages, intended to punish the defendant for egregious misconduct and deter future similar acts.

Innocent Misrepresentation

A false statement made by someone who believes it to be true, leading another to enter into a contract or agreement under false pretenses without the intent to deceive.

Common Law Fraud

A form of fraud that involves misrepresentation, deceit, or concealment of a material fact leading to damage to another party, recognized under common law.

Materiality

The significance or importance of an event, fact, or piece of information in influencing a decision, particularly in the context of finance or law.