Question

A salesperson for a logistics software company makes a sales presentation to customers Isabel and Sylvia. During the presentation with Isabel, he asks her, "Is your current software difficult to fix?" During the presentation with Sylvia, he asks her, "What happens if you fail to deliver your products due to software issues?" Classify the question type based on the SPIN (situations questions, problem questions, implication questions, need payoff questions) technique used by salespeople to understand a prospect's needs.
A. The question asked to Isabel is a situation question, whereas the question asked to Sylvia is a need payoff question.B. The questions asked to Isabel and Sylvia are problem questions.C. The question asked to Isabel is a need payoff question, whereas the question asked to Sylvia is a problem question.D. The questions asked to Isabel and Sylvia are need payoff questions.E. The question asked to Isabel is a problem question, whereas the question asked to Sylvia is an implication question.

Answer 1

Answer:

E. The question asked to Isabel is a problem question, whereas the question asked to Sylvia is an implication question.

Explanation:

According to SPIN (situations questions, problem questions, implication questions, need payoff questions) technique the question asked to Isabel is a problem question, whereas the question asked to Sylvia is an implication question.