A Salesperson Asking a Buyer "How Is Your Productivity Affected

question 70

Multiple Choice

A salesperson asking a buyer "How is your productivity affected when your copier is not functioning properly?" is asking a ____ type of SPIN question.

• A) Implication
• B) Problem
• C) Situation
• D) Need-Payoff
• E) None of the above

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Definitions:

Breach

A breach is the violation or breaking of a law, obligation, or agreement, which can result in a legal dispute or action.

Nonconforming Goods

Products delivered under a contract that fail to meet the specifications or quality standards agreed upon.

Rights and Duties

The legal responsibilities (duties) and entitlements (rights) that are inherent in social and legal norms, contracts, or regulatory frameworks.

Possession

The state or fact of owning, controlling, or having something in one’s own keeping.