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:

Facial Expression

The use of facial muscles to convey emotions or reactions.

Speech Intonation

The variation of pitch in speech that can alter the meaning and convey emotion.

Actual Words Used

The specific language or terminology utilized in communication or documentation, emphasizing the importance of the precise wording.

Speech Volume

The perceived loudness or intensity of a person's voice, which can vary based on emotional state, social context, or individual differences.