In the Context of the SPIN (Situation Questions,problem Questions,implication Questions,need

question 91

Multiple Choice

In the context of the SPIN (situation questions,problem questions,implication questions,need payoff questions) technique used by salespeople to understand a prospect's needs,which of the following statements is true about need payoff questions?

• A) They should be asked before a salesperson identifies issues related to a prospect's needs.
• B) They are designed to identify and locate the problems faced by a prospect.
• C) They should be asked immediately before a salesperson asks problem questions.
• D) They are general data-gathering questions about background and current facts.
• E) They are questions that salespeople ask about the usefulness of solving a problem.

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Definitions:

Limited Time

A specific period which is restricted or short in duration, often used to highlight the availability of an offer or opportunity.

Speaking Via

The act of communicating or conveying information through a particular medium or channel.

Voice Messages

Audio recordings sent and received between individuals or groups through electronic devices as a form of communication.

One Week

A period of time consisting of seven consecutive days.