Multiple Choice
Which of the following is an example of a situation question that might be used in the SPIN approach?
A) "Does your computer seem really slow when compared to the one your neighbor owns?"
B) "Are you happy with how your present oven prepares your food?"
C) "How many children under the age of 10 live in your apartment building?"
D) "Have your secretaries ever complained about the speed of your copier machine?"
E) "What was your first reaction when your son was diagnosed with asthma?"
Correct Answer:
Verified
Correct Answer:
Verified
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Q23: In general,using statements or demonstrations in the
Q24: For salespeople,the approach refers to the time
Q25: The situation question used in the SPIN
Q26: All of the following are benefits of
Q28: The opinion approach challenges a potential buyer's
Q29: What is an objective of both the
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Q31: By using the SPIN approach,salespeople hope to
Q32: A salesperson using the SPIN approach should