Examlex
Describe the multiple-question approach (SPIN).
Strategy
A comprehensive plan or set of actions designed to achieve specific goals.
Accommodation
The act of adjusting or adapting one's behavior to meet the needs or preferences of others.
Negotiation Protocol
A set of rules or guidelines that dictates the conduct and process of negotiations.
Prenegotiate
The process of discussing and agreeing on basic terms before entering into formal negotiations.
Q11: During a sales presentation, it is best
Q38: A prospect says, "I cannot afford to
Q49: At what stage of a prospect's buying
Q50: This type of question is used when
Q55: Which of the following is an example
Q64: Jack Dane, an insurance salesperson, approaches a
Q69: Which of the following is NOT an
Q77: James Anderson visits a hospital to sell
Q89: After the sales presentation, the prospect responds
Q144: The need-satisfaction sales presentation has several phases.