A Qualitative Research Technique That Intensively Studies One or a Few

question 47

Short Answer

A qualitative research technique that intensively studies one or a few situations similar to the problem situation is known as a(n) ____ _____.

---

Definitions:

Purchasing Manager

An individual responsible for sourcing goods and services for a company, negotiating contracts, and managing supplier relationships.

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff to effectively sell a product or service.

Customer Benefit Approach

A sales strategy that focuses on emphasizing the advantages and positive outcomes a customer will gain from a product or service.

Prospect's Response

The reactions or replies given by a potential customer during a sales interaction, which can range from interest to objection.