The Acronym SPIN Refers to the Questions That Feature Most

question 33

Multiple Choice

The acronym SPIN refers to the questions that feature most prominently in successful sales calls. Which set of questions accurately depicts the SPIN acronym?

• A)situation, proposition, issue, and network questions
• B)sales, proposition, implication, and need-payoff questions
• C)sales, price, implication, and negative outcome questions
• D)situation, problem, implication, and need-payoff questions
• E)situation, price, issue, and network questions

Analyze cross-sectional geological diagrams for information about earth's history.

Understand the influence of individual assessments and motivations in organizational roles.

Comprehend motivational theories and their applications within a workplace.

Recognize the significance of job design and realistic job previews on employee performance and satisfaction.

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Definitions:

Thalamus

Structure in the forebrain that acts as a relay center for incoming sensory information and outgoing motor information.

Neuromatrix Theory

A theory proposing that pain is a multidimensional experience produced by the brain, involving various neural networks rather than direct sensory input alone.

Melzack

Refers to Ronald Melzack, a Canadian psychologist well-known for co-creating the gate control theory of pain.

Gate Control Theory

A theory proposing that the spinal cord contains a neurological "gate" that either blocks pain signals or allows them to continue to the brain.