Background: You've had success at Scott, Bruce & Douglas in your initial role as an Inside Sales Representative and have now been promoted into a Key Account Manager role with responsibility for some 50 accounts of various sizes and complexity. Through this assignment, students are asked to demonstrate your knowledge of problem solving, sales presentations, overcoming objections and basic negotiations. Question #1: As an increasingly important member of S B&D's Sales team, you have established a strong reputation as a "problem Solver". This will come in handy as one of your bigger accounts "F-Tech" is having serious issues competing on anything other than price.

1. What are the three skills needed in solving Customer Problems?

2. When question customers what the SPIN questioning method stands for and describe how it works best.