Question Families
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Examples of groups of questions you may want to explore during a sales cycle include:
- Reputation / Perception (of manufacturer, sales person, product)
- Price (gross and net)
- Cost ((not the same as price, includes price of maintenance)
- Financing
- Productivity ? Efficiency
- Quality
- Image (not the same as reputation, more status focussed)
- Service (availability,. quality and training of service people)
- Warranty
- Technology
- Complexity
- Product Options
- Purchase
- Delivery
- Uses and applications
- Problems
