According to the Textbook, When Is the SPES Sequence Best

question 13

Multiple Choice

According to the textbook, when is the SPES Sequence best used?

• A) when making a sales presentation using sales aids
• B) as part of the needs-discovery stage of the ADAPT model
• C) when handling objections in a sales dialogue
• D) when beginning the price and terms negotiation

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Definitions:

Labour Content

The total amount of work or effort, measured in hours or costs, required to produce a good or service.

Staffing Needs

The requirements or demand for staff within an organization to perform necessary jobs and roles.

Standard Time

The established amount of time allowed for the completion of a specific task, based on average speed and efficiency.

Performance Rating Factor

A coefficient used to adjust a worker's observed time to establish a standard time for a specific task, taking into account differences in worker performance.