In SPIN Selling, ________ Questions Ask About the Consequences or Effects

question 14

Short Answer

In SPIN selling, ________ questions ask about the consequences or effects of the buyer's situation.

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Definitions:

Expressive Functions

Activities and roles focused on the emotional or relational aspects of a group or family, emphasizing support, communication, and emotional bonding.

Instrumental Functions

The practical and task-oriented activities or roles performed by an individual or within an entity, aimed at achieving specific objectives.

Conflict Perspective

A sociological approach that views social and economic institutions as tools of the struggle between groups or classes, used to maintain inequality and the dominance of the ruling class.

Structural-functionalism

An approach within sociology that considers society to be a complicated system with various parts working in harmony to ensure stability and cohesion.