The Goal of Implication Questions Under the SPIN (Situation Questions,problem

question 8

Multiple Choice

The goal of implication questions under the SPIN (situation questions,problem questions,implication questions,need payoff questions) technique is to:

• A) understand how well a salesperson responds to the prospect's problems.
• B) identify the root cause of the prospect's problem.
• C) help a prospect understand if a problem actually exists and if it requires a solution.
• D) identify the current situation of the prospect.
• E) find out if a salesperson can perform well under stressful conditions.

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Definitions:

Emphasize A Slice

A technique in pie charts where a particular segment is visually distinguished from the others to highlight its importance.

Format

The arrangement, design, or layout of data in a particular file or document, often specified by the file type or software used.

Chart Element

Components that make up a chart, such as axis titles, legend, data labels, and plot area, allowing for customization and detail in data representation.

Chart Layout

The arrangement and presentation of elements within a chart, such as axes, data series, legends, and labels, to effectively communicate data visually.