A Salesperson Asking a Buyer "Have You Had Any Trouble

question 5

Multiple Choice

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a ____ type of SPIN question.

• A) Implication
• B) Problem
• C) Situation
• D) Need-Payoff
• E) None of the above

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Definitions:

Empirical Findings

Results and data obtained through observation and experimentation, forming the basis for knowledge and scientific conclusions.

Observation

The act of carefully watching and examining phenomena as they occur naturally without intervening or altering conditions.

Critical Thinkers

Individuals who actively and skillfully analyze, assess, and reconstruct their thinking, thereby enhancing the quality of their judgments and decisions.

Unspoken Assumptions

Beliefs or ideas that are implicitly accepted without verbal confirmation or evidence.