Which of the Following Statements Is True About Situation Questions

Which of the following statements is true about situation questions used under the SPIN (situations questions,problem questions,implication questions,need payoff questions) technique to identify a prospect's needs?

A) They are questions that are analytical in nature and analyze a buyer's reaction in a particular situation.
B) They are designed to understand how a buyer handles a situation effectively.
C) They are specific data-gathering questions about the attitudes and beliefs of a prospect toward his or her environment.
D) They should usually be answered through precall information gathering and planning.
E) They cannot be asked until some problem has been identified.

Correct Answer:

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