Multiple Choice
According to the SPIN questioning system, the purpose of _____ is to assist a buyer in understanding the urgency of resolving a problem in a way that motivates him or her to seek a solution.
A) assessment questions
B) situation questions
C) implication questions
D) discovery questions
E) need-payoff questions
Correct Answer:
Verified
Correct Answer:
Verified
Q68: In the context of the ADAPT questioning
Q69: In the context of the five stages
Q70: In the context of the SPIN questioning
Q71: In response to statements from buyers, salespeople
Q72: The purpose of trust-based sales communication is:<br>A)
Q74: ADAPT is an acronym for the five
Q75: Typically, salespeople begin working with a prospect
Q76: _ is a form of listening that
Q77: Jillian, a salesperson, is in the middle
Q78: Which of the following is true of