Which One of the Following Statements About Prospect Needs Is

question 70

Multiple Choice

Which one of the following statements about prospect needs is FALSE?

• A)One advantage of SPIN is the prospect defines the need.
• B)The extent to which a salesperson has to identify needs during the actual presentation depends on precall planning.
• C)If a prospect responds negatively to a need payoff question, the salesperson should not probe further.
• D)How many questions a salesperson can ask to discover a prospect's needs depends on the situation.
• E)In multi-call situations, going through complete needs identification at every call is unnecessary.

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Definitions:

Exclusive-Dealing Contract

An agreement under which a seller forbids a buyer to purchase products from the seller’s competitors.

Substantially Lessen Competition

A legal standard used in antitrust law to evaluate the potential anticompetitive effects of mergers, acquisitions, or other business practices.

Tying Arrangement

A commercial agreement requiring buyers to purchase an additional product or service when buying a desired product or service.

LED Screens

Displays that utilize Light Emitting Diodes to produce images, widely used in televisions, computer monitors, and digital signage.