In a Sales Presentation,Jerry Asks the Prospect,"What Software Application Are

question 77

Multiple Choice

In a sales presentation,Jerry asks the prospect,"What software application are you using to create invoices for your customers"? Jerry is using a _____ question in the SPIN method.

• A) situation questions 
• B) problem questions 
• C) implication questions 
• D) need-payoff questions 
• E) financing questions

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Definitions:

Stimulus-Response Psychology

A branch of psychology focusing on how organisms respond to stimuli in their environment.

Reflexology

An alternative medicine practice involving the application of pressure to specific points on the feet, hands, or ears, with the belief that this will have a beneficial effect on other parts of the body and improve general health.

Structuralism

Structuralism is an approach in psychology that seeks to understand the structure of the mind by breaking down mental processes into their simplest components.

Behaviorism

A branch of psychology that focuses on observable behaviors and disregards the mental processes.