Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?
A) Situation questions
B) Need-payoff questions
C) Implication questions
D) Transition questions
E) Both b and d are correct
Correct Answer:
Verified
Q24: The acronym SIER stands for what?
A) Seeing,
Q25: Drawing meaning from what the buyer is
Q26: "How well are your current suppliers performing?"
Q27: "Would you be interested in a system
Q28: "What are the growth objectives of the
Q30: Conveying interest and understanding is the objective
Q31: "How would a system that your operators
Q32: Receiving both verbal and nonverbal communication is
Q33: The ADAPT questioning system is similar to
Q34: If the salesperson is successful with projection
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