The Implication and Need-Payoff Questions Used in SPIN Are Examples

question 65

Multiple Choice

The implication and need-payoff questions used in SPIN are examples of ____ questions.

• A) redirect
• B) participative
• C) rephrasing
• D) stimulus-response
• E) direct

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Definitions:

Overt Behavior

Actions or responses that are observable and measurable by others, as opposed to thoughts or feelings which are internal and subjective.

Daydreaming

A state of mind involving spontaneous and self-generated thoughts and imaginations, disconnected from immediate external tasks.

Clinical Psychology

A branch of psychology concerned with diagnosing and treating mental, emotional, and behavioral disorders.

World War II

A global conflict lasting from 1939 to 1945, involving most of the world’s nations and most significant in the history of warfare in terms of human and material losses.