Which of the following best describes the purpose of the SPIN (situation questions, problem questions, implication questions, and need-payoff questions) questioning system?
To encourage buyers to disclose personal and business information
A) To involve the buyer in the sales presentation
B) To uncover a buyer's inherent problems
C) To make salespeople less averse to rejection
D) To gain the buyer's commitment to a purchase
E)
Question 2
The Objective-Task method addresses the major problem of the rule-of-thumb methods by applying funds to accomplish a specific goal:
A) so that advertising is a determinant of those results.
B) so that advertising is a consequence of those results.
C) because the manager does not have to have some knowledge or instinct for the proper relationship between expenditure level and communication response.
D) none of the answer choices.
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