In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.

Question

Quizplus · Accepted Answer

Jerry is using an implication question, which is focused on uncovering the potential consequences or impacts of the prospect's problem or issue. This is a key step in the SPIN method as it helps the salesperson to understand the real implications of the problem and to identify potential opportunities for their solution. The other answer choices are not relevant to the question that Jerry is asking.

In a Sales Presentation,Jerry Asks the Prospect,"How Does This Problem