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:

Provisions

Liabilities of uncertain timing or amount, recognized on the financial statements for expected losses or expenses.

Defined Contribution Plans

A type of retirement plan where the employer, employee, or both make contributions on a regular basis, and future benefits depend on the investment's performance.

Employee Vacation Pay

Compensation owed to employees for the time they have accrued but not taken as vacation.

Warranty Costs

Expenses a company incurs for repairing or replacing defective products under warranty.