SPIN refers to a sequential series of questions while ADAPT refers to a non-sequential series of questions.
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Q43: "Have your employees ever had any trouble
Q45: Although obtaining information is important, some questions
Q48: After asking problem questions, the salesperson should
Q61: Active listening is efficient for salespeople because
Q66: Questions designed to probe information gained in
Q67: One of the problems many people have
Q72: Are you interested in making a purchase
Q73: Projection questions ask the buyer to describe
Q75: According to the model of active listening
Q79: Active listening requires both cognition and concentration.
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