According to the SPIN questioning system, _____ are used early in a sales call and provide salespeople with leads to develop the buyer's needs and expectations fully.
A) need-payoff questions
B) discovery questions
C) problem questions
D) situation questions
E) implication questions
Question 2
The formula for calculating adverting cost is:
A) Cost per thousand = Cost per page / Circulation in thousands.
B) Cost per thousand = Circulation in thousands / Cost per page.
C) Cost per page = Cost per thousands / Circulation in thousands.
D) Cost per page = Circulation in thousands / Cost per thousands
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