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

Comprehend the relationship between a firm's assets, liabilities, and owner's equity.

Learn the structure and purpose of the principal financial statements.

Understand the role and types of accountants, including management and government accountants.

Recognize the importance of financial information publication by not-for-profit organizations.

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Definitions:

Third Force

A psychological perspective that focuses on humanistic, existential, and gestalt views of personality, emphasizing personal growth and self-actualization.

Humanism

A philosophical and ethical stance that emphasizes the value and agency of human beings, individually and collectively, often prioritizing human welfare and freedoms.

Representative Sample

A segment of a population that faithfully reflects the traits of the whole community.

Random Selection

A method of choosing individuals or items from a larger population using a process that gives each possible choice an equal chance of being selected.