According to the SPIN questioning system,_____ are used early in a sales call and provide salespeople with leads to develop the buyer's needs and expectations fully.
A)need-payoff questions
B)discovery questions
C)problem questions
D)situation questions
E)implication questions

Question

According to the SPIN questioning system,_____ are used early in a sales call and provide salespeople with leads to develop the buyer's needs and expectations fully.​
A)​need-payoff questions
B)discovery questions
C)​problem questions
D)​situation questions
E)​implication questions

Quizplus · Accepted Answer

According to the SPIN questioning system, situation questions are used early in a sales call to gather information about the buyer's current circumstances and set the stage for further questioning. These questions help salespeople understand the buyer's situation and provide leads to develop the buyer's needs and expectations fully.

According to the SPIN Questioning System,_____ Are Used Early in a Sales