Answer:
- Need payoff
Explanation:
'Need payoff' questions are demonstrated as the questions that are asked during the sales process and intend to ask regarding the needs or requirements of the consumers and how a particular solution is valuable or significant for them instead of imposing a solution to them(which may or may not be helpful to them).
As per the question, the given questions asked by the salesperson during the 'SPIN technique' exemplify the 'need payoff' question as the salesperson aim to test the validity of solutions for the consumers when he asks 'If I can show you how to cut melamine, high-pressure laminates, and fine veneer without any chips or breaks, would that save you any money'. It would helps his company to better focus on the needs of the customers instead of imposing them with their own solutions.
Answer:the use of formal operational thought
Explanation:The formal operational stage is the fourth and final stage of Jean Piaget's theory of cognitive development. It begins at approximately age 12 and lasts into adulthood. At this point in development, thinking becomes much more sophisticated and advanced.
Additionally, while younger children solve problems through trial and error, adolescents demonstrate hypothetical-deductive reasoning, which is developing hypotheses based on what might logically occur. They are able to think about all the possibilities in a situation beforehand, and then test them systematically (Crain, 2005). Now they are able to engage in true scientific thinking.
