A salesperson for FS Tools asked Justin,a cabinet maker,"If I can show you how to cut Melamine,high-pressure laminates,and fine veneer without any chips or breaks,would that save you any money?" In terms of the SPIN technique,this is an example of a(n)_____ question.
A) situation
B) problem
C) implication
D) benefit
E) need payoff

Question

Quizplus · Accepted Answer

The question asked by the salesperson is focused on demonstrating the benefits of the product they are selling without directly mentioning features or specifications. It aims to uncover the potential need that Justin may have for the product and the value it can bring to his work. This aligns with the need payoff questions of the SPIN technique, which are designed to help the salesperson uncover the customer's motivation and rationale for purchasing the product. Therefore, the best choice is E - need payoff.

A Salesperson for FS Tools Asked Justin,a Cabinet Maker,"If I