Question: Write a short answer for this question in Personal Selling. The text book is ABC's of Relationship Selling through Service by Charles M. Futrell a)

Write a short answer for this question in Personal Selling. The text book is ABC's of Relationship Selling through Service by Charles M. Futrell

a) The three main types of approach techniques are: opening with a statement, opening with a demonstration, and opening with a question. What are some of the variables you would use to determine which of the approach you should take? (2 marks)

b) Identify and describe briefly the SPIN technique of asking questions. Give suitable examples. (3 marks)

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