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

question 24

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 _______ questions to gather general background information about the customer firm.

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

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Definitions:

Recognition

A measure of memory in which the person identifies items previously learned, as on a multiple-choice test.

Recall

The ability to access information or memories that have been previously encoded and stored in the brain.

Recognition

The identification of something as having been previously seen, heard, known, or experienced; often involves memory retrieval.

Slides

Thin slices of material, typically glass, that are used to hold objects for examination under a microscope.