Manufacturers have devised an incentive program to reward retailers for selling increased quantities of the their brand to consumers, rather than for buying the brands at an off price. They call this program:
a. pay-for-performance.
b. every day low pricing.
c. forward-buying.
d. diverting.
Question 2
The acronym SPIN stands for?
a. Situation questions, Problem questions, Implication questions, and Need-payoff questions.
b. Situation questions, Personal questions, Indication questions, and Need-payoff questions.
c. Similar questions, Personal questions, Impersonal questions, and New questions.
d. Speak to the decision maker, Probe for needs, Identify problem, Never take no for an answer.
e. Speak, Probe, Identify, Need-payoff.
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