Read through the following sales call transcript and identify the different types of SPIN questions that were used to uncover the prospect's needs. Place your answer in the column marked "Correct Category. " Remember, there are four basic types of questions: Situations Questions - General data-gathering questions about background 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 Questions - Questions which ask about the usefulness of solving a problem. \begin{tabular}{|c|c|c|} \hline Buyer: & Yesandno.Itscheaper,butsometimesthecafeteriastaffjustcantseemtoaddthespecial"pizzaz"or"sparkle"werelookingfor.Theytry,butheavenknowstheyrenotthemostcreativebunch. & \\ \hline Seller: & Doyoueverhavetroublewithsuppliers?Imean,doessometimesthemeatnotshowupontime?Orthewrongdrinksgetsshipped? & \\ \hline Buyer: & Iveneverheardofdrinksgettingmessedup.Sure,though,somethingsdocomeinatthelastminute & \\ \hline Seller: & Does this lead to anxicty for your cafeteria staff? & \\ \hline Buyer: & Yes!Andformealso!Iputalotofemphasisonthesefunctionsgoingsmoothly.Imakemyworkersworkhardallyearlong.Theseget-togethersareatimetosay"Thanks"and"Keepupthegoodwork"and"Wereagreattcam."WhensomethingalmostbackfiresatthelastminuteIhittheantacidtablets! & \\ \hline Seller: & IfIcanshowyouawaytoreducethatanxietywouldyoubeinterested? & \\ \hline Buycr: & NotifitsgoingtocostmeabundleLetsfaceit,TumsorRolaidsarecheapcomparedtopayingsomebodyalotofmoneyjusttomakesurethatourhorseradishgetshereontime. & \\ \hline Seller: & Youmentionedcreativityaminuteago.Tmsureyourstaffisoutstandinginthewaytheyhandletheday-todaycafeteriaoperation.But,didntyouaytheywerealitilelackingincreativityforyourbigevents? & \\ \hline Buyer: & Yeah, that's truc. & \\ \hline Seller: & Becauseofthislack,doyouthinkthatyouareabletomaximizetheutilityofyourget-togethers? & \\ \hline \end{tabular} Evaluate the seller's use of SPIN. Would you recommend any changes? (Be specific). \begin{tabular}{|l|l|l|} \hline Buyer: & What are you getting at? & \\ \hline Seller: & Well,forexample,doesthethemeforyourget-togethersalwayswork?Doyouremployeesgetexcitedbyit?Doesitcausethemtoactdifferentlyaftertheget-together? & \\ \hline Buyer: & No, Usually not. & \\ \hline \end{tabular} Situation: The seller is selling complete banquet services to the manager of a textile