Which of the Following Best Describes the Purpose of the SPIN

question 84

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.

---

Definitions:

Scrub Oak

A type of small, shrubby oak tree adapted to grow in dry, sandy, or rocky soils, often found in scrublands or pine barrens.

Tallgrass Prairie

A type of grassland ecosystem characterized by tall grasses, which is native to the central part of the United States.

Europe

A continent located entirely in the Northern Hemisphere and mostly in the Eastern Hemisphere, known for its rich history and cultural diversity.

Northeastern

Pertaining to or located in the northeastern part of a country or region.