Which of the Following Is Not a Characteristic Mindset of New-Market

question 96

Multiple Choice

Which of the following is not a characteristic mindset of new-market creation?

• A) emphasizes substitutes across industries
• B) emphasizes redefinition of buyers' preferences
• C) looks across strategic groups and industry segments
• D) emphasizes efficient operation of the traditional business model

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Definitions:

SPIN Approach

A sales technique that focuses on Situation, Problem, Implication, and Need-Payoff questions to understand a prospect's needs and sell more effectively.

Fourth Category

A classification term that could refer to the additional grouping in a set, often used when items are divided into several distinct types.

Need-Payoff Question

A sales technique question that aims to make the customer articulate the benefits of solving a problem, emphasizing the value of the proposed solution.

SPIN Approach

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to better understand customer needs.