What Do the SPIN and ADAPT Questioning Models Help the Salesperson

question 106

Multiple Choice

What do the SPIN and ADAPT questioning models help the salesperson identify for the buyer?

• A) potential benefits
• B) features
• C) situational factors related to the purchase
• D) confirmed benefits

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Definitions:

Interdependence

A mutual reliance between two or more groups or people, where each is dependent on the others for certain needs or outcomes.

Mental Health

Narrowly, the absence of disorder. In a broader view, the presence of optimal social, emotional, and cognitive functioning—also known as wellness.

General Risk Factors

Conditions or variables associated with an increased likelihood of developing a disorder, illness, or other negative outcomes.

Vulnerable

Capable of being physically or emotionally wounded or open to attack or damage.