The Salesperson Who Asks the Prospect, "Are You Dissatisfied with How

question 127

Multiple Choice

The salesperson who asks the prospect, "Are you dissatisfied with how frequently you have to charge your rechargeable batteries?" is:

• A) beginning the implementation of the FAB approach.
• B) at the implication stage of the SPIN approach.
• C) at the need-payoff stage of the SPIN approach.
• D) remembering the KISS.
• E) using probes.

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Definitions:

Cooperative Advertising

A cost-sharing arrangement between a manufacturer and a retailer or distributor to jointly finance advertising campaigns aimed at boosting sales for products or services.

Advertising Media

Channels through which advertising messages are delivered to their intended audiences, such as television, print, radio, and digital platforms.

Frequency

The rate at which something occurs over a particular period or in a given sample.

Reach

The extent to which a product, service, or advertisement is seen and recognized by customers.