The S in SPIN stands for situation questions, and they are designed to help the seller understand the buyer's situation.
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Q44: Salespeople use evaluative questions to uncover prospects'
Q54: Salespeople often combine different types of questions
Q101: Reactive questions are always open-end.
Q103: Need-payoff questions in the SPIN model serve
Q104: Open-end questions designed to be probing in
Q105: Transition questions in the ADAPT model are
Q107: The ADAPT questioning system uses a logic-based
Q109: Closed-end questions encourage the customer to respond
Q110: In order to collect important information concerning
Q111: In order to collect important information concerning
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