Which Organizational Pattern Is Especially Useful When the Issue Is

question 15

Multiple Choice

Which organizational pattern is especially useful when the issue is not that a problem needs to be solved but whether the solution is a good one?

• A) Motivated sequence
• B) Problem-solution
• C) Comparative advantages
• D) Criteria satisfaction

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Definitions:

Product

A tangible good or intangible service that is offered to the market for acquisition, attention, use, or consumption and that might satisfy a want or need.

Question Approach

A sales technique involving the use of strategic questions to engage a potential client and uncover their needs or objections.

Problem-Solution Presentation

A method of selling where the salesperson highlights the issues the potential customer is facing and presents their product or service as the solution, effectively addressing the customer's needs.

Direct Negative-No

A straightforward or unambiguous refusal or rejection, often used in the context of sales or negotiations.