Within the SPIN Questioning System, Which Questions Are Designed to Serve

question 21

Multiple Choice

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

• A) Situation questions
• B) Need-payoff questions
• C) Implication questions
• D) Transition questions
• E) Both b and d are correct

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Definitions:

Direct Materials

Essential parts that directly contribute to the fabrication of particular merchandise or services.

Product Cost

The total amount incurred to manufacture a product, including direct materials, labor, and overhead expenses.

Machine Operator's Wages

Compensation paid to employees who operate machinery as part of the production process, typically considered direct labor costs.

Direct Labor

The work of factory employees that can be directly associated with converting raw materials into finished goods.