Three Factors Seem to Affect the Demand in International Industrial

question 93

Essay

Three factors seem to affect the demand in international industrial markets differently than in consumer markets. What are these factors?

---

Definitions:

Need-Payoff Question

A Need-Payoff Question is a sales technique that encourages prospective customers to consider the benefits and value of a product or service, focusing on solving specific needs.

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff in customer interactions.

Categories of Questions

A classification that organizes questions based on their purposes, such as information gathering, clarifying, or problem-solving.

Text Discussed

The act of examining, analyzing, or debating a specific written material or document, often in an academic or professional setting.