Multiple Choice
Which of the following best describes the purpose of the SPIN questioning system?
A) To involve the buyer in the sales presentation.
B) To uncover the needs of the buyer.
C) To stimulate the buyer's interest in hearing a solution.
D) To gain the buyer's commitment to a purchase.
E) Both b and c are correct.
Correct Answer:
Verified
Correct Answer:
Verified
Q79: _ is an informal mode of listening
Q80: "Do you see the merits of the
Q81: The SPIN questioning strategy is closely related
Q82: If the salesperson is successful with projection
Q83: A salesperson will use Transition questions to
Q85: _questions are designed to limit the customer's
Q86: Drawing meaning from what the buyer is
Q87: The cognitive process of actively sensing, interpreting,
Q88: Suppose a salesperson is interested in learning
Q89: _refers to the cognitive process of actively