A salesperson who asked, "What impact does inventory shrinkage have on your ability to make a reasonable profit?" is asking a(n) _____ question as he works his way through the SPIN technique.
A)situation
B)problem
C)implication
D)benefit
E)need payoff

Question

Quizplus · Accepted Answer

The salesperson's question is focusing on the implications of inventory shrinkage, which is a key aspect of the SPIN technique's "implication" stage. This type of question helps the salesperson uncover a potential problem or challenge that the prospect is facing, which can then be addressed later in the sales conversation.

A Salesperson Who Asked, "What Impact Does Inventory Shrinkage Have