The Salesperson for FS Tool Asked the Cabinet Maker, "If

question 91

Multiple Choice

The salesperson for FS Tool asked the cabinet maker, "If I can show you how to cut Melamine, high-pressure laminates, and fine veneer, without any chips or breaks would that save you any money?" 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:

Labor

The physical and mental effort expended by individuals in the production of goods and services.

Commodity

Basic goods used in commerce that are interchangeable with other goods of the same type, typically used as inputs in the production of other goods or services.

Strategic Plans

Long-term roadmaps designed by organizations to achieve their major goals and objectives.

Long-term Focus

A strategic perspective prioritizing long-range planning and investment in future outcomes over immediate gains.