From a Salesperson's Perspective, How Can the True Power of Questioning

question 28

Multiple Choice

From a salesperson's perspective, how can the true power of questioning systems such as SPIN and ADAPT be summarized?

• A) By focusing on the consequences of not solving a problem, they increase the buyer's perceived need to solve it and the value of the solution being offered.
• B) Both questioning systems provide salespeople with much-needed structure to plan selling interactions.
• C) Questioning systems help new salespeople do what veteran salespeople do naturally.
• D) Sales managers like questioning systems such as SPIN and ADAPT because they reassure them that the right questions are being asked by their salespeople.

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Definitions:

Practitioner Visit

An appointment or meeting with a healthcare professional, such as a doctor or nurse, for the purpose of receiving medical consultation, examination, or treatment.

Patient Behavior

The actions and reactions of patients concerning their health, treatment, and care within a healthcare setting.

Lower Abdominal Pain

Discomfort or pain located below the belly button, often indicating issues or conditions in the lower part of the digestive system or nearby organs.

Anxiety

A psychological condition marked by intense feelings of anxiety, worry, or fear, significantly disrupting daily life functions.