Final answer:
option c,The spin selling framework was developed based on effective questioning and understanding the customer's needs.
Step-by-step explanation:
The spin selling framework was developed based on research that discovered that successful sales calls were the result of effective questioning and understanding the customer's needs. This approach focuses on gathering information about the customer's situation, problems, and needs to provide tailored solutions. By asking the right questions, salespeople can uncover the customer's pain points and offer relevant solutions, resulting in more successful sales calls.
The SPIN selling framework was developed based on research that discovered that successful sales calls were the result of effective questioning and understanding the customer’s needs. This methodology contrasts with aggressive persuasion techniques, focusing instead on understanding the problems, implications, and needs of the buyer, and finally presenting the benefits of the product as a solution. The SPIN (Situation, Problem, Implication, Need-payoff) framework thus emphasizes effective communication and customer-centric sales strategies rather than high-pressure sales tactics or detail-heavy presentations.