A Salesperson Is Using the SPIN Approach

question 70

True/False

A salesperson is using the SPIN approach.The prospect states a specific need after the salesperson asks the problem question.The salesperson should move directly into the presentation.

Understand the role and characteristics of blogs as a medium for social publishing.

Distinguish between the various user groups involved in social publishing.

Recognize the concept of psychic income as a form of perceived value within social media marketing.

Understand the concept of social identity in the context of social media.

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Definitions:

Prototype

An initial model or release of a product used to test a concept or process, serving as a real-world proof of concept before full-scale production.

Disintermediation

The removal of intermediaries in a supply chain, allowing producers to sell directly to consumers.

Channel Intermediaries

Entities that facilitate the distribution process by moving products from producers to consumers, including wholesalers, retailers, agents, and brokers.

Intensive Distribution

Intensive Distribution is a marketing strategy where a company aims to make its products available in as many outlets as possible, maximizing visibility and accessibility to consumers.