Jennifer Orgolini, the chief financial officer at New Belgium Brewery, explains that the benefits and rewards associated with th
e philanthropy program at the company represent another way in which they "are trying to live our values and make our love and talent manifest." Such a statement suggests that New Belgium Brewery likely values a high level of ________ in employees.
Explanation: The capacity of an individual to control, express and be aware of the emotions of others and himself is called the emotional intelligence.
In the given case, Jennifer Orgolini is encouraging to the employees to participate in the philanthropy program. Such programs are focused on social welfare and will make the participants more emotionally aware. Thus such motivating depicts the company wants employees that have high emotional quotient.
Based on the information provided within the question it seems that the salesperson's SPIN technique is an example of a need payoff. This term refers to asking an individual/customer about the value or importance that something can provide them. Which is exactly what the salesperson is stating by asking "how much money (value) can this save you?"
