Question

A salesperson for a professional laundry service asked an amusement park owner, "Do the stains on the uniforms worn by your personnel cause parents to doubt your company's ability to provide them and their children with well-maintained rides?" In the context of the SPIN technique, the salesperson is using a(n) _____ question here.

A) Situation question
B) Problem question
C) Implication question
D) Need-payoff question

Answer 1

The salesperson's question is a Implication question, which aims to elucidate the negative effects of a problem, in this case, how stained uniforms might reflect poorly on the amusement park's operations.

Step-by-step explanation:

The salesperson in this scenario is using a Implication question. The SPIN technique involves asking questions to guide potential customers through four stages: Situation, Problem, Implication, and Need-payoff. The salesperson's question is designed to make the amusement park owner consider the negative consequences (implications) of stained uniforms on the company's image, which could suggest that the rides are not well-maintained. This is more than just identifying a problem; it's about exploring the deeper impact of the problem on the business.