HEED THE NEED: SPIN
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Question 1 of 7
1. Question
Introduction – Why SPIN?
What is, really, a sales presentation in relationship selling?
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Question 2 of 7
2. Question
Introduction – Why SPIN?
Which sales strategy does SPIN fit into?
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Question 3 of 7
3. Question
Introduction – Why SPIN?
Put the sales components in the correct order.
Sort elements
- Opening
- Investigating
- Demonstrating capability
- Obtaining commitment
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Question 4 of 7
4. Question
Introduction – Why SPIN?
Match the letter with the correct word.
Sort elements
- ituation
- roblem
- mpact
- eeds
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Question 5 of 7
5. Question
According to Howard and SPIN, what can we do at the beginning of a customer meeting?
Select the FOUR correct answers.
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Question 6 of 7
6. Question
Situation questionsWhat is the purpose of Situation questions? Arrange the words in the correct order.
Sort elements
- to get
- information that
- we can't
- find elsewhere
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Question 7 of 7
7. Question
Situation questionsWhen we’ve asked our Situation questions, is it time to offer our solution?
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