19.In a presentation plan, need discovery time varies based on NOT:

	A.	Customers knowledge of the product
	B.	Selling price
	C.	Time available
	D.	Product availability

20.

Which of the following is LESS relevant to SPIN selling?

	A.	It is an abbreviation for the questions of Situation-Problem-Implication-Need pay off.
	B.	It helps salesperson to negotiate with the buyer.
	C.	It helps clarify the exact dimensions of the customer problem.
	D.	It helps customer evaluate range of solutions.

21.

Which option provides a correct match between the question type and its explanation?

	A.	Survey- reveal customer pain.
	B.	Probing- reveal customer pain.
	C.	Need satisfaction- reveal customer problems.
	D.	Confirmation- reveal pleasure.

22.

Need discovery and product selection are the first step in creating value and building partnership with your customer.

True

False

23.

Which option provides a true comparison between informative presentation strategy(IPS) and reminder presentation strategy (RPS)?

	A.	IPS emphasizes factual information vs. RPS focuses on feature-benefit analysis.
	B.	IPS is used for highly technical products vs. RPS is used for maintaining the market share.
	C.	The goal of IPS is to influence the buyers beliefs vs. the goal of RPS is to introduce new products.
	D.	IPS provides written testimonials vs. RPS influences the buyers attitudes.