If a Prospect Responds Negatively to a Need-Payoff Question in the SPIN

question 35

Multiple Choice

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

• A) ask direct questions.
• B) go directly into the presentation.
• C) use a trial close to gather feedback.
• D) begin demonstration of the product.
• E) start over with problem, implication, and need-payoff questions.

---

Definitions:

Operand

An entity on which operators perform operations, including values, variables, and expressions.

Assignment Statement

A programming instruction that assigns a value to a variable.

Initialization Statements

Initial setup commands in a program that set variables to their default values.

Reserved Words

Keywords in a programming language that are used by the language itself and cannot be used as identifiers by programmers.