The SPIN 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.

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$-$payoff questions are designed to get the buyer thinking about your value, importance, or

usefulness in finding a solution to the problem.

Student Task: Begin to draft one question for each component of the SPIN selling framework $--$ that ties to your marketing plan objectives. 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 on what you hope to find out from each specific question and how that information might benefit you.