Andrea,who Is High in the Need for Cognition,will Be More

question 84

True/False

Andrea,who is high in the need for cognition,will be more easily persuaded to purchase a more expensive television if the salesperson has a strong,convincing argument for why the television is a good deal.

---

Definitions:

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.

SPIN Approach

A sales technique based on four types of questions—Situation, Problem, Implication, Need-payoff—aimed at guiding a potential customer through the decision-making process.

Need-Satisfaction

The process of meeting or fulfilling a requirement or desire of a customer through products or services.