Which of the following best describes the purpose of the SPIN (situation questions,problem questions,implication questions,and need-payoff questions)questioning system? To encourage buyers to disclose personal and business information
A)To involve the buyer in the sales presentation
B)To uncover a buyer's inherent problems
C)To make salespeople less averse to rejection
D)To gain the buyer's commitment to a purchase
E)

Question

Which of the following best describes the purpose of the SPIN (situation questions,problem questions,implication questions,and need-payoff questions)questioning system?​ To encourage buyers to disclose personal and business information
A)​To involve the buyer in the sales presentation
B)To uncover a buyer's inherent problems
C)​To make salespeople less averse to rejection
D)​To gain the buyer's commitment to a purchase
E)​

Quizplus · Accepted Answer

The purpose of the SPIN questioning system is to uncover a buyer's inherent problems by asking Situation, Problem, Implication, and Need-payoff questions. This helps the salesperson understand the buyer's needs and tailor their presentation accordingly. It does not necessarily aim to encourage buyers to disclose personal information, make salespeople less averse to rejection, or gain commitment to a purchase (although that may be a result of using the system effectively).

Which of the Following Best Describes the Purpose of the SPIN