In the context of the SPIN questioning system, _____ follow the more general situation questions to further probe for specific difficulties, developing problems, and areas of dissatisfaction that might be positively addressed by a salesperson's proposed sales offering.
A) need-payoff questions
B) implication questions
C) projection questions
D) problem questions
E) activation questions

Question

Quizplus · Accepted Answer

Problem questions are used in the SPIN questioning system to delve deeper into the customer's specific issues, difficulties, and dissatisfactions after the initial situation questions have been asked. This helps in identifying areas where the salesperson's product or service can provide a solution.

In the Context of the SPIN Questioning System, _____ Follow