A salesperson for a professional laundry service asked an amusement park owner, "Do the stains on the uniforms worn by your personnel cause parents to doubt your company's ability to provide them and their children with well-maintained rides?" The salesperson is using 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 about the stains on personnel uniforms is intended to explore the potential negative implications for the amusement park's reputation and customer satisfaction. This fits the definition of an implication question in the SPIN technique, which seeks to uncover the broader consequences or effects of a problem or situation.

A Salesperson for a Professional Laundry Service Asked an Amusement