A major purpose of the use of the _____ process is to help the salesperson identify the confirmed benefits for the buyer.
A) 5-P Sales questioning
B) matrix questioning
C) SPIN or ADAPT questioning
D) prospect questioning
E) value-added sales questioning

Question

Quizplus · Accepted Answer

The SPIN (Situation, Problem, Implication, Need-payoff) and ADAPT (Assessment, Discovery, Activation, Projection, Transition) questioning models are designed to help salespeople uncover and understand the buyer's needs, problems, and potential benefits of a solution, thereby identifying confirmed benefits for the buyer.

A Major Purpose of the Use of the _____ Process