Read through the following sales call transcript and identify the different types of SPIN questions that were used to uncover the prospects needs. Place your answer in the column marker correct category Remember there are four basic types of questions:

Chap 8 exercises EXERCISE 8-3 IDENTIFYING SPIN QUESTIONS 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 Question - Questions which ask about the usefulness of solving a problem. Situation: The seller is selling complete banquet services to the manager of a textile plant. Correct Category Seller: Thanks for agreeing to see me today. I'm sure this is a busy time of the year for you. As I understand it, you have to ship out your products this month, June, in order for garment makers to meet their deadlines for the spring season. Right? Buyer: That's right. It takes a lot of lead time you know. The garment makers have to meet the buyer's deadlines, too. Seller: Yeah, I know. Say, how often do you have plant get- togethers, like picnics, parties and banquets? Buyer: We have a summer picnic in June and a Christmas party in December. Various groups within the plant have other get- togethers but the plant as a whole only has two a year. We just finished our picnic. Seller: And, how many people usually come to them? Buyer: About 2500 to the picnic and 1500 to the Christmas party The whole family is invited to the picnic-helps build friendships and loyalty to our plant. Seller: Who caters your get-togethers? Buyer: We do! Our cafeteria staff has been has been doing it for the last 15 years. Seller: Are you happy with the arrangement? Buyer: Yes and no. It's cheaper, but sometimes the cafeteria staff just can't seem to add the special pizzazz" or "sparkle we're looking for. They try, but heaven knows they're not the most creative bunch. Seller: Do you ever have trouble with suppliers? I mean, does sometimes the meat not show up on time? Or the wrong drinks gets shipped? Buyer: I've never heard of drinks getting messed up. Sure, though, some things do come in at the last minute Seller: Does this lead to anxiety for your cafeteria staff? Buyer: Yes! And for me also! I put a lot of emphasis on these functions going smoothly. I make my workers work hard all year long. These get-togethers are a time to say Thanks and Keep up the good work" and "We're a great team. When something almost backfires at the last minute I hit the antacid tablets! Seller: If I can show you a way to reduce that anxiety would you be interested? Buyer: Not if it's going to cost me a bundle! Let's face it, Tums or Rolaids are cheap compared to paying somebody a lot of money just to make sure that our horseradish gets here on time. Seller: You mentioned creativity a minute ago. I'm sure your staff is outstanding in the way they handle the day-to day cafeteria operation. But, didn't you say they were a little lacking in creativity for your big events? Buyer: Yeah, that's true. Seller: Because of this lack, do you think that you are able to maximize the utility of your get-togethers? Buyer: What are you getting at? Seller: Well, for example, does the theme for your get-togethers always work? Do your employees get excited by it? Does it cause them to act differently after the get-together