Bonnie Gui, an Appliance Salesperson, Is Using the SPIN Approach

question 21

Multiple Choice

Bonnie Gui, an appliance salesperson, is using the SPIN approach. She was sure her prospect was ready to buy, but instead the prospect responded negatively to the need-payoff question. What should Bonnie do now?

• A) Ask for a new appointment on another day
• B) Ask a problem question
• C) Use a trial close
• D) Begin her demonstration
• E) Terminate the presentation and leave

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Definitions:

Consolidation

Consolidation is the process of combining the financial statements of a parent company and its subsidiaries into a single, comprehensive set of statements.

Outstanding Common Stock

Shares of a company's common stock that have been issued and are in the hands of investors, including those held by the public and company insiders but excluding treasury shares.

Annual Amortization

The procedure of methodically deducting the starting cost of an intangible asset throughout its period of utility.

Retained Earnings

The portion of net profits not distributed to shareholders but reinvested in the business or kept as reserve.