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A salesperson for FS Tools asked Justin, a cabinet maker, "If I can show you how to cut melamine, high-pressure laminates, and fine veneer without any chips or breaks, would that save you any money?" In terms of the SPIN technique, this is an example of a(n) ________ question.A. need payoffB. situationC. implicationD. benefitE. problem

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Answer:

A. need payoff

Step-by-step explanation:

Based on the information provided within the question it seems that the salesperson's SPIN technique is an example of a need payoff. This term refers to asking an individual/customer about the value or importance that something can provide them. Which is exactly what the salesperson is stating by asking "how much money (value) can this save you?"

User Aleksey Mitskevich
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