The Way a Salesperson Phrases the Need-Payoff Question When Using

question 51

Multiple Choice

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the ________ approach.

• A) customer benefit
• B) opinion
• C) direct
• D) curiosity
• E) FAB

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Definitions:

Economic Order Quantity

A formula used to determine the most cost-effective amount of inventory to order, balancing ordering costs with holding costs.

Accounts Receivable

Represents the money owed to a company by its customers for goods or services that have been delivered or used but not yet paid for.

5 C's of Credit

The five key elements a lender analyzes when determining a borrower's creditworthiness: character, capacity, capital, collateral, and conditions.

Capital

Financial assets or the financial value of assets, such as cash and goods, working to create wealth through investment or production.