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.

---

Definitions:

Design Specifications

Detailed descriptions of the materials, parts, and components necessary to create a product, including the requirements for manufacturing, service, and quality.

Customers' Expectations

The perceived value or quality of service or product that customers believe they will receive from a business.

Standards

Established benchmarks or norms specifying the expected levels of quality, performance, or compliance.

Quality Costs

Represents the expenses associated with preventing, detecting, and correcting defective work in products or services.