A Salesperson Asking a Buyer "How Is Your Productivity Affected

question 70

Multiple Choice

A salesperson asking a buyer "How is your productivity affected when your copier is not functioning properly?" is asking a ____ type of SPIN question.

• A) Implication
• B) Problem
• C) Situation
• D) Need-Payoff
• E) None of the above

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Definitions:

Simple Reflexes

Basic, involuntary motor responses to specific stimuli, evident in human behavior from an early age.

Secondary Circular Reactions

A developmental stage in infants, usually between 4 to 8 months, characterized by the repetition of actions that produce an effect on the environment, signaling the beginning of intentional behavior.

Symbolic Functioning

A cognitive development process where individuals learn to use symbols, such as language or pictures, to represent objects, actions, or ideas.

Reflex

An automatic and involuntary response to a stimulus, which is a basic mechanism of the nervous system.