The situation question used in the SPIN approach must always be asked last.
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Q27: A salesperson using the SPIN approach should
Q28: Probes help salespeople develop two-way communication with
Q29: After asking a prospect a question,a salesperson
Q30: When asking a question,the salesperson should know
Q31: During the approach,a Golden Rule salesperson should:
A)
Q33: The shock approach uses a surprising demonstration.
Q34: A salesperson who overcomes a prospect's indifference
Q35: According to the text,as a salesperson,you will
Q36: The opinion approach is recommended for new
Q37: Benefit statements are useful in situations where
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