Explain how the sales person may use implication and requirement-payoff questions
What will be an ideal response?
As a consultant, the salesperson asks a series of focused SPIN questions during calls. Through these questions, the rep helps the customer manager uncover implication questions, which require customer managers to fully articulate the consequences of not resolving the firm's difficulties. The skilled sales rep prompts the prospect whenever possible to define both incurred costs and lost benefits in monetary terms. Requirement-payoff questions help the customer manager assess the worth in monetary terms of the solution that the supplier firm's market offering provides.
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Most of the employees at both Disneyland and Disney World belong to the Screen Actors Guild
Indicate whether the statement is true or false
Hidden aspects of an organization that OB provides insight into include ________
A) strategies B) attitudes C) structure D) objectives