According to the SPIN Questioning System, _____ Are Used Early

question 64

Multiple Choice

According to the SPIN questioning system, _____ are used early in a sales call and provide salespeople with leads to develop a buyer's needs and expectations fully.

• A) need-payoff questions
• B) transition questions
• C) projection questions
• D) situation questions
• E) implication questions

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Definitions:

Conjunction Searches

A visual search task where subjects search for an object that is defined by a combination of two or more features, such as color and shape, among distractors.

Cognitive Process

Mental activities involved in acquiring, storing, retrieving, and using information, including thinking, reasoning, and problem-solving.

Practice

Repeated exercise in or performance of an activity or skill so as to acquire or maintain proficiency in it.

Task

A piece of work or activity assigned to someone as part of a job or course of study, often requiring effort to complete.