A Prospect Responds Positively to the Need-Payoff Question in the SPIN

question 48

Multiple Choice

A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?

• A) Request a purchase
• B) Ask direct questions
• C) Provide statistical data
• D) Move into a sales presentation
• E) Ask additional "problem" questions

Realize the foundational step of establishing investment goals in creating a successful investment plan.

Acknowledge the necessity of financial literacy and the overwhelming availability of investment information.

Understand the roles and responsibilities of different management levels in an organization.

Differentiate between efficiency and effectiveness in organizational productivity.

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Definitions:

Hypothalamus

A brain structure, located just above the brain stem, that performs a number of important tasks, including the regulation of hunger, thirst, and sexual desire, and connects the nervous system to the endocrine system.

Gonads

The primary reproductive organs that produce gametes (sperm in males, ova in females) and sex hormones, including testes in males and ovaries in females.

Secondary Sex Characteristics

The anatomical and physiological signs that outwardly distinguish males from females.

Menarche

The first occurrence of menstruation in girls, marking a significant milestone in female puberty and reproductive maturity.