SPIN Is an Acronym Describing a Sequential Questioning Approach Used

question 88

Multiple Choice

SPIN is an acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?

• A)product
• B)situation
• C)need-payoff
• D)implication
• E)problem

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Definitions:

Marginal Benefit

Marginal Benefit is the additional satisfaction or utility that a person receives from consuming an additional unit of a good or service.

Marginal Cost

The supplementary expense associated with creating an additional unit of a product or service.

Principal-Agent Problem

A scenario in which there is a conflict of interest between a party that delegates work (principal) and the party that performs the work (agent).

Corporations

Legal entities that are separate from their owners, with the ability to own assets, incur liabilities, and engage in contracts or legal actions.