As a Consultant,the Salesperson Asks a Series of Focused SPIN

question 8

Multiple Choice

As a consultant,the salesperson asks a series of focused SPIN questions during calls.Through these questions,the rep helps the customer manager uncover _______ requirements,which are vaguely defined areas of discontent,dissatisfaction,and discomfort with current operations,

• A)implied
• B)explicit
• C)situation
• D)problem

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Definitions:

Group Polarization

A social psychological phenomenon where discussions within a group lead to an exaggeration of the group's initial leanings, making their opinions more extreme.

Social Loafing

The tendency of individuals to exert less effort when working in a group than when working alone.

Deindividuation

A psychological state where an individual loses their self-awareness and sense of individuality, often in group contexts, leading to uninhibited and sometimes antisocial behavior.

Natural Mimicry

The innate or instinctual ability to imitate or reproduce behaviors, sounds, or appearances observed in the environment.