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

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