The ADAPT Questioning System Is Similar to the SPIN Questioning

question 113

Multiple Choice

The ADAPT questioning system is similar to the SPIN questioning system in that:

• A) Both questioning systems are progressive.
• B) Both questioning systems seek to uncover needs.
• C) Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem.
• D) Both questioning systems may utilize open-end and closed-end questions.
• E) All the above are correct.

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Definitions:

Systems Approach

A holistic view of analyzing problems and solutions, considering the entire system's functions and relationships rather than focusing on individual parts.

Needs Assessment

The process of identifying and evaluating the needs of a particular group or organization to achieve its objectives.

Assessment

A systematic evaluation of various aspects of a project, individual, or organization to make informed decisions.

Evaluation

The systematic assessment of a program, process, or performance, typically used to make improvements or determine the success of an initiative.