The third category of question in the SPIN approach is called the ________ question.
A) issue
B) implication
C) indirect
D) intuition
E) indication

Question

Quizplus · Accepted Answer

The third category of question in the SPIN (Situation, Problem, Implication, Need-payoff) approach is called the Implication question. This type of question is designed to help the customer understand the effects or consequences of a problem, thereby increasing the problem's urgency and the customer's motivation to find a solution.

The Third Category of Question in the SPIN Approach Is