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

Comprehend the implications of sexual harassment in the workplace, including quid pro quo and hostile work environment harassment.

Understand the employee's rights regarding privacy, pension plans, and medical insurance benefits under federal laws.

Interpret the federal laws and regulations governing the hiring practices, age discrimination, and computer skill requirements for job eligibility.

Learn about civil penalties associated with hiring unauthorized foreign workers.

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Definitions:

Industry Supply

The total amount of a product or service that is available for purchase within an industry.

Perfectly Competitive

A market structure where many firms sell identical products, there are no barriers to entry or exit, and no single buyer or seller can influence the market price.

Long-Run Cost

The expenses a firm incurs over a period where all inputs are variable, thus considering the scalability and technology change effects on production costs.

Constant-Cost Industry

An industry in which the cost of production does not change significantly with either an increase or decrease in output levels.