Huthwaite's SPIN sales technique is used by large and small sales organizations with tremendous success.
• Referring to Exhibit 10.5 in the text, provide 7retorts to a customer's objection of "your product costs too much!"
• Identify each element of the SPIN sales technique and explain in your own words each step and how they build upon one another to develop a sense of urgency in a customer's mind toward the product being presented.
• Case Problem 9.1, "Question 2," attach a (PowerPoint) presentation detailing your response(s).
• Explain what could be stated for each slide as if you were presenting the presentation to an end-user audience. This may also be done in the PowerPoint notes view.
• How might a salesperson use an objection to close the sale? Explain in detail.
Compose a thoughtful essay of at least 1,000 words, excluding references,and include at least 2 scholarly sources in addition to the course textbook.
The response should include a reference list. Double-space, using Times New Roman 12 pnt font, one-inch margins, and APA style of writing and citations.