Situation questions in the SPIN model are similar to discovery questions in the ADAPT model.
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Q43: "Have your employees ever had any trouble
Q59: "Are you interested in making a purchase
Q74: After sensing and interpreting a message, the
Q81: When talking with the buyer, a salesperson
Q114: Dichotomous or multiple-choice questions designed to be
Q115: Closed-end questions designed to be evaluative in
Q116: Open-end questions designed to be reactive in
Q119: In the SPIN questioning model, the purpose
Q120: According to the textbook, research has shown
Q121: Smiling during a sales call if often
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