exercise, your assignment is employees is a very important skill on your personal journey. In the next section of the marketing plan organization or graduate schooreate specific questions to obtain the information you will need to decide whether a job in an

New graduates consistently struggle at the part of interviewing or networking where prospective employers or graduate school admissions officers ask, $"$Do you have any questions for us$?"$ The SPIN ${?}^{TM}$ selling technique in this chapter provides a good framework as you work to develop the most relevant and efficient questions at this slage.

Situation questions are designed to obtain background facts about the buyer's current circumstances. $($in this example, the "buyer" is the potential employer or the committee making the decision to admit you to a graduate school program.$)$

Problem questions ask about buyer's problems, difficulties, or dissatisfactions with an existing situation. Knowing this helps you to understand how your skills might help improve the organization or add value to a university's graduate school program.

Implication questions help transform problems into explicit needs in the mind of the buyer and expand the perceived value of finding a solution. This type of question can help the decision makers think more closely about how hiring you or accepting you into their program will make their organization better.

Need$-$payoffquestions are designed to get the buyer thinking about your value, importance, or usefulness in finding a solution to the problem.

The SPIN ${?}^{TM}$ framework questions will help you sell yourself to potential employers or schools. They also will help you better understand how the organizations you are interested in fit into your personal marketing plan.

Your task: Write one question for each component of the SPIN TM selling framework. Your answer should include a situation question, problem question, implication question, and need$-$payoff question focused on either your targeted job or graduate school program. Please also include a sentence or two for each on what you hope to find out from each specific question and how that information might benefit you.