Which of the Following Statements Is True About Situation Questions

question 41

Multiple Choice

Which of the following statements is true about situation questions used under the SPIN (situations questions,problem questions,implication questions,need payoff questions) technique to identify a prospect's needs?

• A) They are questions that are analytical in nature and analyze a buyer's reaction in a particular situation.
• B) They are designed to understand how a buyer handles a situation effectively.
• C) They are specific data-gathering questions about the attitudes and beliefs of a prospect toward his or her environment.
• D) They should usually be answered through precall information gathering and planning.
• E) They cannot be asked until some problem has been identified.

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Definitions:

Taxpayer

An individual or entity that is obligated to make payments to municipal, state, or national governments, including taxes on income, property, or sales.

Single

A tax return designation for single taxpayers who are ineligible for any other filing statuses.

Understatement

The act of reporting less income or overstating deductions than actually occurred, potentially resulting in tax discrepancies.

Tax

A compulsory financial charge or some other type of levy imposed upon a taxpayer by a governmental organization in order to fund government spending and various public expenditures.