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:

Gender Dysphoric

Experiencing distress or discomfort because one's gender identity does not align with one's biological sex or societal expectations regarding gender roles.

Gender Identity Disorder

A condition where there is a conflict between a person's physical or assigned gender and the gender with which they identify; now more commonly referred to as gender dysphoria.

Human Sexual Inadequacy

A term historically used to describe difficulties in sexual functioning that can impact satisfaction and performance for individuals and couples.

William Masters and Virginia Johnson

A research team known for their pioneering studies on human sexuality in the 1950s and 1960s.