A salesperson talks to customers Vincent and Lee.During his presentation with Vincent,the salesperson asks him,"Would a new computer with advanced features resolve all your issues?" During his presentation with Lee,the salesperson asks,"How many people use your computer?" Classify the question type based on the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs.
A) The questions asked to Vincent and Lee are problem questions.
B) The questions asked to Vincent and Lee are implication questions.
C) The question asked to Vincent is a problem question,whereas the question asked to Lee is a need payoff question.
D) The question asked to Vincent is a situation question,whereas the question asked to Lee is an implication question.
E) The question asked to Vincent is a need payoff question,whereas the question asked to Lee is a situation question.

Question

Quizplus · Accepted Answer

The question to Vincent is a need payoff question because it focuses on how a solution could solve his issues, highlighting the benefits. The question to Lee is a situation question as it seeks to understand the current situation or context by asking about how many people use the computer.

A Salesperson Talks to Customers Vincent and Lee