EXERCISE $8-3$ IDENTIFYING SPIN QUESTIONS

Read through the following sales call transcript and identify the different types of SPIND questions that were weed to soncower the protpect's needs. Place your answer in the column marked "Correct Calegory." Remember, there are four basic oypes of qwestions:

Situations Questionis $-$ Cieneral data$-$gathering questions about back ground and current facts that are very broad in nature.

Problem Questions $-$ Questions about specific difficulties, problems, or dissatisfactions that the prospect has.

Implication Questions $-$ Questions that logically follow one or more problem questions that are designed to help the prospect recognize the true ramifications of the problem.

Need Payoff Question $-$ Questions which ack about the usefulness of solving a problem.

Situation: The seller is selling complete banquet services to the manager of a textile plant.

Correct

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