Quinton is a sales representative for Hawk Eye Surveillance Solutions,and it is his job to sell the closed circuit cameras his company manufactures.During a meeting with Jimmy,the owner of a very popular bookstore,Quinton wants to introduce his product.He asks Jimmy,"What is the result of having so many shoplifters at your store? Do you have a lot of inventory shrinkage because of shoplifting?" In the context of the SPIN technique,Quinton is using a(n)_____ question here.
A) rhetorical
B) problem
C) implication
D) necessary
E) indication

Question

Quizplus · Accepted Answer

Quinton is using a problem question to uncover Jimmy's pain points and create a need for his product. By asking about the potential result of shoplifters in the store, he is highlighting a problem that his product could solve.

Quinton Is a Sales Representative for Hawk Eye Surveillance Solutions,and