In SPIN Selling, ________ Questions Ask About the Consequences or Effects

question 14

Short Answer

In SPIN selling, ________ questions ask about the consequences or effects of the buyer's situation.

---

Definitions:

Deviance

Behaviors or actions that deviate from societal norms, values, or expectations, potentially leading to social sanctions.

Conflict Perspective

A sociological viewpoint that emphasizes the role of power and coercion in producing social order, often focusing on the conflicts between different social classes or groups.

Social Solidarity

The bonds that unite members of a society through shared values, beliefs, and behaviors, promoting social cohesion and integration.

Racial Minorities

Ethnic groups that are smaller in number within a particular society or country, often facing systemic inequalities and discrimination.