Assignment Content Submitted assignments must follow the directions of the course textbook and also use the marketing and sales terminology of the course textbook. You will not receive a high score without following these instructions. Headings are required so that the grader knows what is being assessed. Perform the following activities assuming this is your second sales call on the prospect. That means you will not ask questions that you would ask someone if you were meeting them for the first time. State two closed questions you would ask. State two open questions you would ask. SPIN QUESTIONS (all of the following would be spoken in the same sales call, that is the second sales call) 1. State two situation questions that you would ask. Write word-for-word what you would say. 2. State two problem questions that you would ask. Write word for-word what you would say, 3. State two implication questions that you would ask. Write word-for-word what you would say. a. These two questions will pose the most challenge in the SPIN. Give plenty of thought to getting them correct 4. State two needs payoff questions that you would ask, write word for word what you would say, It is important to distinguish between features and benefits. Most purchasing decisions are based on benefits, not features. You will need to use the following techniques to link the features and benefits for the prospect. Do not assume that the prospective buyer will recognize the benefits by simply stating the features. Your job as a salesperson is to relate the features to the benefits for the prospect Write two FABS. Each FAB must be based on a different feature, Write two FEBAS. Each FEBA must be based on a different feature. You may use the two different features used in the above FABs. Review the rubric to see the items that will be evaluated in grading, Assignment Content Submitted assignments must follow the directions of the course textbook and also use the marketing and sales terminology of the course textbook. You will not receive a high score without following these instructions. Headings are required so that the grader knows what is being assessed. Perform the following activities assuming this is your second sales call on the prospect. That means you will not ask questions that you would ask someone if you were meeting them for the first time. State two closed questions you would ask. State two open questions you would ask. SPIN QUESTIONS (all of the following would be spoken in the same sales call, that is the second sales call) 1. State two situation questions that you would ask. Write word-for-word what you would say. 2. State two problem questions that you would ask. Write word for-word what you would say, 3. State two implication questions that you would ask. Write word-for-word what you would say. a. These two questions will pose the most challenge in the SPIN. Give plenty of thought to getting them correct 4. State two needs payoff questions that you would ask, write word for word what you would say, It is important to distinguish between features and benefits. Most purchasing decisions are based on benefits, not features. You will need to use the following techniques to link the features and benefits for the prospect. Do not assume that the prospective buyer will recognize the benefits by simply stating the features. Your job as a salesperson is to relate the features to the benefits for the prospect Write two FABS. Each FAB must be based on a different feature, Write two FEBAS. Each FEBA must be based on a different feature. You may use the two different features used in the above FABs. Review the rubric to see the items that will be evaluated in grading
