The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.
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Q36: In most face-to-face communication, approximately what percentage
Q37: Which of the following are likely to
Q38: Which of the following best describes the
Q39: "How will the supplier's inability to deliver
Q40: Which of the following is not a
Q42: Which of the following is not one
Q43: "Have your employees ever had any trouble
Q44: Salespeople use evaluative questions to uncover prospects'
Q45: Although obtaining information is important, some questions
Q46: In trust-based selling it is more important
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