Multiple Choice
In the context of the SPIN questioning system, _____ refocus a buyer's attention to solutions rather than problems and get the buyer to think about the positive benefits derived from solving the problems.
A) situation questions
B) implication questions
C) assessment questions
D) discovery questions
E) need-payoff questions
Correct Answer:
Verified
Correct Answer:
Verified
Q18: Which of the following statements is true
Q19: Sales aids such as samples, brochures, graphs,
Q20: Which of the following is true of
Q21: According to the SPIN questioning system, "Do
Q22: Which of the following is an example
Q24: Serious listening is often referred to as
Q25: Which of the following statements is true
Q26: In the context of the types of
Q27: Which the following is true of nonverbal
Q28: Which of the following types of questions