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In the context of the SPIN questioning system, _____ refocus a buyer's attention to solutions rather than problems and get the buyer to think about the positive benefits derived from solving the problems.
Total Quality Management
A management framework that focuses on continuous improvement in all aspects of an organization's operations, emphasizing customer satisfaction.
Continuous Improvement
An ongoing effort to enhance products, services, or processes for increased quality and efficiency.
Customer Needs
The requirements and desires of consumers that a product or service should fulfill.
W. Edwards Deming
A prominent figure in the field of quality management, known for his work in improving production efficiency and implementing quality control processes.
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