Which One of the Following Statements About Prospect Needs Is

question 70

Multiple Choice

Which one of the following statements about prospect needs is FALSE?

• A)One advantage of SPIN is the prospect defines the need.
• B)The extent to which a salesperson has to identify needs during the actual presentation depends on precall planning.
• C)If a prospect responds negatively to a need payoff question, the salesperson should not probe further.
• D)How many questions a salesperson can ask to discover a prospect's needs depends on the situation.
• E)In multi-call situations, going through complete needs identification at every call is unnecessary.

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Definitions:

Quantity Discounts

Price reductions offered to buyers purchasing in large volumes.

Two-part Pricing

A pricing strategy that involves charging a fixed fee plus a variable usage fee, often seen in services like telecommunications and utilities.

Bundle

A collection of goods or services sold as a single package, often for a discounted price compared to purchasing the items separately.

Sequential Game

A strategic interaction in which players make decisions one after another, with later players having knowledge of the previous actions.