Which of the Following Best Describes the Purpose of the SPIN

question 84

Multiple Choice

Which of the following best describes the purpose of the SPIN questioning system?

• A) To involve the buyer in the sales presentation.
• B) To uncover the needs of the buyer.
• C) To stimulate the buyer's interest in hearing a solution.
• D) To gain the buyer's commitment to a purchase.
• E) Both b and c are correct.

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Definitions:

Creditors

Individuals or entities to whom money is owed by a debtor, usually in the form of loans or credit extended for business operations.

Millions

A numeric unit indicating one thousand thousand (1,000,000) of any quantity.

Net Working Capital

The difference between a company’s current assets and its current liabilities, indicating short-term financial health.

Taxable Income

The amount of income subject to tax, after all deductions and exemptions are taken into account.