Business, 07.04.2020 02:28 ariellewallenst4348

A salesperson for a logistics software company makes a sales presentation to customers Isabel and Sylvia. During the presentation with Isabel, he asks her, "Is your current software difficult to fix?" During the presentation with Sylvia, he asks her, "What happens if you fail to deliver your products due to software issues?" Classify the question type based on the SPIN (situations questions, problem questions, implication questions, need payoff questions) technique used by salespeople to understand a prospect's needs.

A. The question asked to Isabel is a situation question, whereas the question asked to Sylvia is a need payoff question. B. The questions asked to Isabel and Sylvia are problem questions. C. The question asked to Isabel is a need payoff question, whereas the question asked to Sylvia is a problem question. D. The questions asked to Isabel and Sylvia are need payoff questions. E. The question asked to Isabel is a problem question, whereas the question asked to Sylvia is an implication question.

Answers: 3

Show answers

Other questions on the subject: Business

Business, 22.06.2019 09:50, niele123

The returns on the common stock of maynard cosmetic specialties are quite cyclical. in a boom economy, the stock is expected to return 22 percent in comparison to 9 percent in a normal economy and a negative 14 percent in a recessionary period. the probability of a recession is 35 percent while the probability of a boom is 10 percent. what is the standard deviation of the returns on this stock?

Answers: 2

continue

Business, 22.06.2019 11:10, flippinhailey

Suppose that the firm cherryblossom has an orchard they are willing to sell today. the net annual returns to the orchard are expected to be $50,000 per year for the next 20 years. at the end of 20 years, it is expected the land will sell for $30,000. calculate the market value of the orchard if the market rate of return on comparable investments is 16%.

Answers: 1

continue

Business, 22.06.2019 11:40, derrion67

During 2016, nike inc., reported net income of $3,760 million. the company declared dividends of $1,022 million. the closing entry for dividends would include which of the following? select one: a. credit cash for $1,022 million b. credit dividends for $1,022 million c. debit net income for $1,022 million d. credit retained earnings for $1,022 million e. debit dividends for $1,022 million

Answers: 1

continue

Business, 22.06.2019 16:10, nsheikh2407

Regarding the results of a swot analysis, organizational weaknesses are (a) internal factors that the organization may exploit for a competitive advantage (b) internal factors that the organization needs to fix in order to be competitive (c) mbo skills that should be emphasized (d) skills and capabilities that give an industry advantages problems that a specific industry needs to correct

Answers: 1

continue

You know the right answer?

A salesperson for a logistics software company makes a sales presentation to customers Isabel and Sy...