(LATEST) SPIN TEST QUESTIONS AND CORRECT ANSWERS
Which two kind of SPIN questions are there? Answer 1: Factual Inquiries
2. Issues
What is the acronym for SPIN? The answers to the following questions are
provided: Situational, Problem, and Implication
Need-payoff inquiries
What kind of inquiry has the least impact? Respond to Situational Inquiries
What kind of SPIN inquiries are negatively correlated with success? Respond to
Situational Inquiries
What kind of raw material is used to make sales? The answers to the problems
What is the most crucial action you can do to enhance your sales? The answers
to the problems
Which questions have the greatest impact? ANSWER Questions with
Implications
What is the purpose of implication questions? ANSWER creates the suffering,
which facilitates the introduction of the remedy.
What does it mean to ask "mirror image of implication questions?" ANSWER
required-payoff inquiries
Which inquiries are solution-focused? ANSWER required-reward
What kind of inquiry is "How would our faster system help you?" an example
of? Payoff questions are required for the answer.
Inquiring about the worth or practicality of a suggested remedy is a _____-
ANSWER need-payoff.
Which four steps make up a sales call? ANSWER 1. Introduction 2. Research 3.
Exhibit 4. Acquiring Commitment
Which two kind of SPIN questions are there? Answer 1: Factual Inquiries
2. Issues
What is the acronym for SPIN? The answers to the following questions are
provided: Situational, Problem, and Implication
Need-payoff inquiries
What kind of inquiry has the least impact? Respond to Situational Inquiries
What kind of SPIN inquiries are negatively correlated with success? Respond to
Situational Inquiries
What kind of raw material is used to make sales? The answers to the problems
What is the most crucial action you can do to enhance your sales? The answers
to the problems
Which questions have the greatest impact? ANSWER Questions with
Implications
What is the purpose of implication questions? ANSWER creates the suffering,
which facilitates the introduction of the remedy.
What does it mean to ask "mirror image of implication questions?" ANSWER
required-payoff inquiries
Which inquiries are solution-focused? ANSWER required-reward
What kind of inquiry is "How would our faster system help you?" an example
of? Payoff questions are required for the answer.
Inquiring about the worth or practicality of a suggested remedy is a _____-
ANSWER need-payoff.
Which four steps make up a sales call? ANSWER 1. Introduction 2. Research 3.
Exhibit 4. Acquiring Commitment
