A Salesperson Asking a Buyer "How Would Your Productivity Be

question 63

Multiple Choice

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped 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:

Import Substitution

A development strategy that emphasizes domestic manufacturing of products that were imported.

Consumer Surplus

The difference between the total amount that consumers are willing and able to pay for a good or service and the total amount they actually pay.

National Security

National security involves the safety and defense of a nation, including its citizens, economy, and institutions, protected against threats ranging from terrorism to foreign invasions.

Infant Industries

Newly established industries often with limited capabilities compared to established competitors, and potentially protected by a government until they become competitive.