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n the SPIN technique, Implication-type questions have the overall goal of: Group of answer choices Creating concern in the prospect's mind. Alleviating concerns the prospect
n the SPIN technique, Implication-type questions have the overall goal of: Group of answer choices Creating concern in the prospect's mind. Alleviating concerns the prospect might be having. Building up the seriousness of the problem in the mind of the prospect Inquiring into the prospect's general business situation. Encouraging the prospect to determine the benefits they need
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Management
Authors: John R., Jr. Schermerhorn, Barry Wright
3rd Canadian edition
