In the SPIN Questioning System, What Is the Purpose of Asking

question 97

Multiple Choice

In the SPIN questioning system, what is the purpose of asking implication questions?

• A) to gather basic facts and information
• B) to uncover potential needs of the buyer
• C) to focus the buyer's attention on the consequences of not solving a problem
• D) to confirm the buyer's understanding of how the solution will help him or her

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Definitions:

Autonomy

The right or condition of self-government, or the capacity of an individual to make an informed, un-coerced decision.

National Governments

The political authorities that govern a nation, responsible for creating laws, policies, and managing the country's affairs.

International Tourists

Individuals who travel to a country other than their own for leisure, business, or other purposes, not including permanent relocation.

World Population

The total number of humans currently living on Earth, which has been steadily increasing over decades.