Responses Given Because the Respondents Attempt to Guess the Purpose

question 90

True/False

Responses given because the respondents attempt to guess the purpose of the experiment and respond accordingly are called demand artifacts.

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Definitions:

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff to effectively sell a product or service.

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.