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

question 77

Multiple Choice

In the SPIN questioning system, what is the purpose of asking need-payoff 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:

Inheritance Laws

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Economic Equality

A state where all individuals in an economy have the same income and wealth levels, minimizing disparities.

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A region that broadly includes Western Asia and Egypt, known for its historical, cultural, and political significance as well as its natural resources like oil.

Proprietorship

A type of business enterprise owned and run by one individual with no legal distinction between the owner and the business.