A major purpose of the use of the SPIN or ADAPT questioning process is to help salespeople identify the overall benefits for buyers.
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Q83: An effective sales presentation takes place prior
Q84: Maintaining a constant speed of speech can
Q85: Statistics, testimonials, and case histories are examples
Q86: The key to effective sales dialogue is
Q87: Customizing and enriching presentations by using electronic
Q89: Will, a salesperson at Borca Corp., prepares
Q90: Nonverbal cues are used to evaluate the
Q91: It is to a salesperson's disadvantage if
Q92: Varying and changing pitch on key words
Q93: Sales aids such as photographs and illustrations
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