The first question to ask a prospect when using the SPIN approach is referred to as the strategic question.
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Q2: In the referral approach,a salesperson mentions the
Q19: According to the Core Principles of Professional
Q20: One of the ways a salesperson earns
Q21: The need-payoff question of the SPIN approach
Q22: A salesperson using the SPIN approach should
Q24: Questions are a commonly used opener by
Q25: A customer benefit approach statement is useful
Q27: In the customer benefit approach, the salesperson
Q28: Probes help salespeople develop two-way communication with
Q30: When asking a question,the salesperson should know
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