Martha Is Accused of Insider Trading

question 4

Multiple Choice

Martha is accused of insider trading. During a polygraph test, she is asked if she ever littered as a child. This question is an example of a

• A) control question.
• B) crime-relevant question.
• C) peremptory challenge.
• D) reconstructive memory.

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Definitions:

SPIN Approach

stands for Situation, Problem, Implication, and Need-Payoff, a consultative selling technique that focuses on asking the right questions to understand and address customer needs effectively.

SPIN Approach

A sales technique that focuses on asking questions about Situation, Problem, Implication, and Need-payoff to close deals.

Third Category

In a classification system, the additional or alternative group that items, ideas, or solutions can be placed into beyond the primary two options.

Need-Payoff Question

A Need-Payoff Question is a sales technique that encourages prospective customers to consider the benefits and value of a product or service, focusing on solving specific needs.