A Salesperson from Dun-Rite Equipment Company Asks a Supermarket Manager,"If

question 24

Multiple Choice

A salesperson from Dun-Rite Equipment Company asks a supermarket manager,"If I can provide your meat department with on-the-site training at no extra charge,would you be interested?" In terms of the SPIN technique,this is an example of a(n) _____ question.

• A) situation
• B) problem
• C) implication
• D) benefit
• E) need payoff

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Definitions:

Hedge Sentence

A statement made with cautious language to lessen the impact or assertiveness of the claim, often used to introduce uncertainty or avoid directness.

Absolute Statements

Claims or propositions that do not allow for exceptions or conditions, often characterized by words like "always" or "never."

Overly Long Sentences

Sentences that are so extended in length that they may confuse the reader or obscure the main point.

Redundancies

Unnecessary repetitions or overlaps in language or in organizational roles, often leading to inefficiency.