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:

Anandh

Likely referring to the same individual previously mentioned, potentially a scholar or researcher with contributions in a specific field of study, though the lack of context prevents a precise definition.

Presumed Consent

A legal framework where individuals are assumed to have consented to certain practices (like organ donation) unless they have expressed otherwise.

Altruistic Donation

The act of giving or donating something, such as an organ, without expecting any compensation or benefit in return, motivated solely by the desire to help others.

Social Worth

The perceived value of an individual or group based on societal standards, often influencing access to resources and opportunities.