Quinton is a sales representative for Hawk Eye Surveillance Solutions,and it is his job to sell the closed circuit cameras his company manufactures.During a meeting with Jimmy,the owner of a very popular bookstore,Quinton wants to highlight the need for his product.He asks Jimmy,"What impact does inventory shrinkage have on your ability to make a reasonable profit?" In the context of the SPIN technique,Quinton is using a(n)_____ question here.
A) situation
B) problem
C) implication
D) benefit
E) need payoff

Question

Quizplus · Accepted Answer

Implication questions, as part of the SPIN (Situation, Problem, Implication, Need-payoff) selling technique, are designed to help the customer understand the effects or consequences of a problem. By asking about the impact of inventory shrinkage on profits, Quinton is leading Jimmy to consider the negative implications of not addressing this issue, which is a key aspect of implication questions.

Quinton Is a Sales Representative for Hawk Eye Surveillance Solutions,and