Selling 9th Edition by Stephen Castleberry,John Tanner

تمرين 6

Presidential Aviation has provided charter flights to a wide array of customers, including business travelers worldwide. The company is known for its ability to cater to passengers' every desire, including gourmet meals, special beverages, entertainment while in the air, and other luxury accommodations. Santiago Diego is a salesperson for Presidential Aviation. Today he will be making his first visit to Juan Espinosa, a procurement officer at Regent Seven Seas Cruises.
For more details about Presidential Aviation and Regent Seven Seas Cruises, see Case 7.1 in Chapter 7.
Develop a set of SPIN questions to discover Juan Espinosa's needs.
Sources: http://www.rssc.com and http://www.presidential-aviation.com.