If a Prospect Responds Negatively to a Need-Payoff Question in the SPIN

question 35

Multiple Choice

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

• A) ask direct questions.
• B) go directly into the presentation.
• C) use a trial close to gather feedback.
• D) begin demonstration of the product.
• E) start over with problem, implication, and need-payoff questions.

Understand the significant impacts of President Truman's Committee on Civil Rights and its proposals.

Identify major contributors to the postwar economic boom and their effects on society.

Recognize the consequences of Senator Joseph McCarthy's actions and the broader anticommunist crusade on American society.

Analyze the role of civil disobedience and nonviolent resistance in the civil rights movement.

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Definitions:

Strong

Having great physical power, strength, mental fortitude, or robust structural integrity.

Ethical Dilemmas

Situations in which individuals or organizations must choose between competing moral principles or values.

Conflicts of Interest

Conflicts of Interest arise when a person or entity has competing interests or loyalties that could potentially interfere with their ability to make impartial decisions.

Customer Confidence

The trust and belief that consumers have in a company's products or services, influencing their willingness to purchase.