The salesperson for Dun-Rite Equipment Company asks the supermarket manager, "If I can provide your meat department with on-the-site training at no extra charge, would you be interested?" In terms of the SPIN technique, this is an example of a(n) _____ question.
A)situation
B)problem
C)implication
D)benefit
E)need payoff

Question

Quizplus · Accepted Answer

This is a need payoff question, as it asks the customer if they would be interested in a benefit (on-the-site training at no extra charge) that addresses a need or desire.

The Salesperson for Dun-Rite Equipment Company Asks the Supermarket Manager