As a consultant,the salesperson asks a series of focused SPIN questions during calls.Through these questions,the rep helps the customer manager uncover _______ requirements,which are vaguely defined areas of discontent,dissatisfaction,and discomfort with current operations,
A)implied
B)explicit
C)situation
D)problem

Question

Quizplus · Accepted Answer

Implied requirements are those that are not directly stated or clearly defined but are inferred from expressions of dissatisfaction or discomfort with current situations. SPIN questioning helps uncover these by digging deeper into the customer's issues.

As a Consultant,the Salesperson Asks a Series of Focused SPIN