Multiple Choice
In the context of the SPIN questioning system, _____ follow the more general situation questions to further probe for specific difficulties, developing problems, and areas of dissatisfaction that might be positively addressed by a salesperson's proposed sales offering.
A) need-payoff questions
B) implication questions
C) projection questions
D) problem questions
E) activation questions
Correct Answer:
Verified
Correct Answer:
Verified
Q87: Which of the following is true of
Q88: Claire, a sales manager at ProGuide, is
Q89: Which of the following is true of
Q90: "Talking with the customer" rather than "talking
Q91: In the context of the SPIN questioning
Q93: In the context of the SIER model
Q94: _ is characterized by low levels of
Q95: The meaning and credibility of a message
Q96: A sales discussion or presentation that is
Q97: Maintaining good eye contact with a buyer