The Way a Salesperson Phrases the Need-Payoff Question When Using

question 51

Multiple Choice

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the ________ approach.

• A) customer benefit
• B) opinion
• C) direct
• D) curiosity
• E) FAB

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Definitions:

Work in Process

Inventory that includes materials that have been partially processed but are not yet finished goods.

Overhead Costs

Indirect expenses related to the day-to-day running of a business, not directly tied to specific product or service production.

Variable Costing

An accounting method that includes only variable production costs (materials, labor, and overhead) in product costs and treats fixed overhead costs as period costs.

Absorption Costing

An accounting method that incorporates all direct and indirect manufacturing costs into the cost of a product.