The acronym SPIN refers to the questions that feature most prominently in successful sales calls.Which of the following accurately lists the types of questions represented in the SPIN acronym?

Question

Quizplus · Accepted Answer

The SPIN acronym stands for Situation questions (asking about the customer's current situation), Problem questions (asking about the customer's challenges and problems), Implication questions (asking about the consequences of those problems), and Need-payoff questions (asking about how the customer's needs can be fulfilled). Option C accurately lists these types of questions. Option A is incorrect because "Sales" and "Price" are not part of the SPIN framework, and "Negative outcome" is similar to "Implication". Option B is incorrect because "Network" is not a part of the SPIN framework, and "Issue" is not a specific type of question. Option D is incorrect because "Proposition" is not a type of question in the SPIN framework. Option E is incorrect because "Proposition" and "Network" are not types of questions in the SPIN framework, and "Issue" is not a specific type of question.

The Acronym SPIN Refers to the Questions That Feature Most