Question
How to come up with a script using SPIN questioning. and with the appropriate open- and close-ended questions? You are trying to convince the Korean
How to come up with a script using SPIN questioning. and with the appropriate open- and close-ended questions?
You are trying to convince the Korean newlyweds for their second shot at honeymoon after a dismal experience in Boracay recently. You are an international travel agent.
Situation Questions:
Travel Agent (open-ended):
Newlyweds:
Travel Agent (closed-ended):
Newlyweds:
Problem Questions:
Travel Agent (open-ended):
Newlyweds:
Travel Agent (open-ended):
Newlyweds:
Implication Questions:
Travel Agent (open-ended):
Newlyweds:
Travel Agent (closed-ended):
Newlyweds:
Need-Payoff Questions:
Travel Agent (open-ended):
Newlyweds:
Travel Agent (closed-ended):
Newlyweds:
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Marketing The Core
Authors: Roger Kerin
8th Edition
1260483517, 9781260483512
