Question

Quinton is a sales representative for Hawk Eye Surveillance Solutions, and it is his job to sell the closed circuit cameras his company manufactures. During a meeting with Jimmy, the owner of a very popular bookstore, Quinton wants to highlight the need for his product. He asks Jimmy, "What impact does inventory shrinkage have on your ability to make a reasonable profit?" In the context of the SPIN technique, Quinton is using a(n) _____ question here.

A. situation

B. problem

C. implication

D. benefit

E. need payoff

Answer 1

Answer:

The correct answer is C. implication .

Explanation:

SPIN is a technique used in the sales process which allows to know the real needs of the client by applying questions, and based on this, to be able to systematically present the benefits that could be obtained if you purchase the product or service that is being offered. Among these benefits, the way in which they help solve a problem must be presented, which in this case would be the decrease in inventory due to theft.