Which of the Following Best Describes the Purpose of the SPIN

question 21

Multiple Choice

Which of the following best describes the purpose of the SPIN (situation questions,problem questions,implication questions,and need-payoff questions) questioning system?​ To encourage buyers to disclose personal and business information

• A)​To involve the buyer in the sales presentation
• B)To uncover a buyer's inherent problems
• C)​To make salespeople less averse to rejection
• D)​To gain the buyer's commitment to a purchase
• E)​

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Definitions:

Communication

The act or process of exchanging information, ideas, thoughts, and feelings through speech, writing, signals, or behavior.

Symbolic

Relating to symbols or using symbolism to express ideas, concepts, or values.

Information Dissemination

The act of spreading information or knowledge to a wide audience or group of people.

Critical Information

Essential data or knowledge that is paramount for decision-making or problem-solving in various contexts.