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

question 119

Multiple Choice

In the SPIN questioning system, what is the purpose of asking problem 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:

Sweatshop Labor

Work that is performed in poor conditions for low pay and often violates labor laws.

Working Conditions

The environment, terms, and circumstances under which an individual is employed, including hours, physical aspects, legal rights, and responsibilities.

Tariff of Abominations

The nickname given to the Tariff Act of 1828, which imposed high duties on imports and was highly controversial, particularly in the Southern United States, which felt it economically disadvantaged them.

Agricultural Economy

An economy that is largely dependent on agricultural production and the cultivation of crops and livestock.