Final answer:
The components of a logical needs identification sequence experienced by successful salespeople, according to Huthwaite, are Situation, Problem, Implication, and Benefit (SPIN). This sequence helps in effectively understanding and addressing customer needs in a sales conversation.
Option 'a' is the correct.
Step-by-step explanation:
According to Huthwaite, an international research and training organization, the components of a logical needs identification sequence that are experienced by successful salespeople are Situation, Problem, Implication, and Benefit. This sequence is often abbreviated as SPIN. These elements represent a method that guides sales conversations towards understanding and addressing the needs of the customer effectively.
The Situation refers to the context or environment in which the customer operates, including factual information about their current conditions.
The Problem is the specific difficulty or challenge that the customer experiences within their situation. The Implication involves understanding the consequences or potential impact of the problem if it remains unsolved. Finally, the Benefit represents the value or advantage that the customer would realize by solving the problem through the product or service offered by the salesperson.
A step-by-step explanation of the process would involve a salesperson first gathering details about the customer's current situation. Then, they identify and clarify the problem the customer is facing. Next, they discuss the implications of the problem, highlighting the urgency or importance of addressing it. Lastly, they offer a solution that brings benefits to the customer, thus convincing the customer of the value of their offering. This sequence of identification is crucial in creating a compelling argument for why a customer should invest in their product or service.