A Prospect Responds Positively to the Need-Payoff Question in the SPIN

question 48

Multiple Choice

A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?

• A) Request a purchase
• B) Ask direct questions
• C) Provide statistical data
• D) Move into a sales presentation
• E) Ask additional "problem" questions

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Definitions:

Time Inconsistency

A situation where a person's preferences change over time, leading to decisions that might contradict earlier plans or promises.

Self-Control Problems

Challenges individuals face in resisting short-term temptations in order to achieve long-term goals, often leading to decisions that are not in their best interest.

Dictator Game

A behavioral economics experiment that tests how fairly individuals allocate resources when one person (the "dictator") has complete control over the distribution.

Economic Behavior

Involves the choices that individuals, businesses, and governments make to allocate resources and their impacts on the market.