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In the context of the SPIN questioning system, _____ follow the more general situation questions to further probe for specific difficulties, developing problems, and areas of dissatisfaction that might be positively addressed by a salesperson's proposed sales offering.
Q14: Which of the following techniques of handling
Q15: Which of the following should be incorporated
Q29: Which of the following is a similarity
Q31: Situation questions are used early in a
Q45: _ refers to the personal distance that
Q60: The statement "The price is higher than
Q76: A salesperson's plan for gathering qualified potential
Q80: Which of the following is true of
Q83: Which of the following is true of
Q199: The James-Lange theory of emotion focuses on