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Author Question: When a salesperson disputes a doubt raised by the customer and offers solid reasons for the dispute, ... (Read 55 times)

newyorker26

  • Hero Member
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  • Posts: 536
on: Jun 28, 2018
When a salesperson disputes a doubt raised by the customer and offers solid reasons for the dispute, the salesperson is in the _____ phase of personal selling.
 a. close
  b. approach
  c. handling objections
  d. prospecting
  e. preapproach

Question 2

In a sales presentation, Jerry asks the prospect, How much would you save if our company could help you reduce errors by 75? Jerry is using a _____ question in the SPIN method.
 a. situation questions
  b. problem questions
  c. implication questions
  d. need-payoff questions
  e. financing questions


s.meritte

  • Sr. Member
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  • Posts: 306
Reply #1 on: Jun 28, 2018
Answer to Question 1

c

Answer to Question 2

d


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