As a consultant,the salesperson asks a series of focused SPIN questions during calls.Through these questions,the rep helps the customer manager uncover _______ questions to gather general background information about the customer firm.
A)implied
B)explicit
C)situation
D)problem

Question

Quizplus · Accepted Answer

The SPIN questions are meant to uncover the customer's situational context, so the correct choice is "situation." The other options (implied, explicit, and problem) are not directly related to gathering general background information.

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