In the Context of the SPIN Questioning System, _____ Follow

question 92

Multiple Choice

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.

• A) need-payoff questions
• B) implication questions
• C) projection questions
• D) problem questions
• E) activation questions

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