The SPES Sequence Is a Power Tool Because It Helps

question 127

Multiple Choice

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

• A) Uncover needs
• B) Confirm benefits
• C) Resolve objections
• D) Utilize visual aids
• E) Gain commitment

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Definitions:

Elastic

Describes a situation in which the demand or supply for a good is sensitive to changes in price.

Firm

A business organization, such as a corporation or partnership, that sells goods or services in exchange for revenue.

Variable Costs

Costs that vary directly with the level of output or production, such as materials and labor costs.

Industry Short-run

A period in which at least one of a firm's inputs is fixed, limiting the firm's ability to adjust fully to market changes.