The Fourth Category of Question in the SPIN Approach Is

question 150

Multiple Choice

The fourth category of question in the SPIN approach is called the ________ question.

• A) need-payoff
• B) non-specific
• C) necessary
• D) negotiation
• E) networking

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Definitions:

Self-Determination

The process by which a person controls their own life, especially the ability to make independent choices and decisions.

Assessment of Needs

The evaluation process used to determine the requirements or deficiencies of an individual or population.

Follow-Up

The act of continuing to engage with a situation or individual to check progress or further outcomes.

Service Delivery

The mechanism by which organizations provide their services or products to consumers, including the processes, infrastructure, and resources involved.