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:

Outcomes

The results or consequences of actions, often used in the context of evaluating the impact of decisions or experiments.

Changes

The process or act of making something become different in an essential way, often leading to new directions or conditions.

Anticompetitive Practices

Business strategies or actions that reduce or eliminate competition in a market, often examined and regulated by governmental antitrust agencies.

Monopoly Power

Monopoly power refers to the ability of a single firm or entity to control or dominate an entire market, setting prices and output levels without competition.