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

question 4

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) referral
• D) curiosity
• E) product

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Definitions:

Kinship

A network of relatives into which individuals are born and married, and with whom they cooperate based on customarily prescribed rights and obligations.

Jirgas

Traditional assemblies of leaders in some Pashtun and Baloch communities used for decision-making and resolution of disputes.

Tribal Leaders

Individuals who hold a position of authority or leadership within a tribe, often responsible for decision making and governance.

Pashtun

An ethnic group native to Afghanistan and Pakistan, known for their traditional code of conduct called Pashtunwali.