The SPIN Approach Uses a Series of Four Categories of Questions

question 115

True/False

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

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Definitions:

Human Subjects

Individuals who participate in research studies that investigate various aspects of human thoughts, behaviors, and biological processes.

Day-to-Day Behaviors

Regular actions or conduct exhibited by an individual on a daily basis, reflecting their habits and lifestyle.

Scientific Method

A systematic and empirical approach to research in which a problem is identified, relevant data are gathered, a hypothesis is formulated from these data, and the hypothesis is empirically tested.

Theory

A system of ideas intended to explain something, based on general principles independent of the thing to be explained.