Using SPIN Questioning System

MAR 4400 Personal Selling Assignment #2

Participating Students

Print Student Name: Sarah Rios

INSTRUCTIONS:

One of the key elements in selling is being able to ask key questions and to have a clear sales methodology that helps you gather information and help the customer realize he has a problem and that you can present them a solution to those problems.

This assignment is to help you structure questions for a Sales Situation. In this case, using the Scenario already given for Planet Mundo Fit.

Using as a reference the book material on SPIN Questioning System and the class material posted in canvas under modules for Chapter 5 give specific examples of the type of questions you would use with the customer in the form below. How would you open the meeting? How would you close it?

This assignment is worth $20.

Topic type guideline Write your questions / comments in this column

Opening How would you open the conversation?

 Good Afternoon Mrs. Ellie How was your day today?

 Are you the primary decision marker?  Do you two different plans for the membership?

Situation Write at least 2 situation questions

 What is your profit look like in your business?

 Have you been able to convert those weekly members into monthly membership?

 How many memberships you currently have?

 When did you first notice a decrease the memberships?

Problem Write at least 3 Problem questions

 Are you satisfied with your present advertising?  What are some other ways that you are bringing

in members?  Are you the one who is taking time to do the

marketing?

Implication Write at least 3  Do your expenses increase when you don’t haveThis study source was downloaded by 100000845866445 from CourseHero.com on 06-28-2022 18:02:04 GMT -05:00

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MAR 4400 Personal Selling Assignment #2

Implication questions

enough membership actives every month?

 Do bottlenecks result because you only have two people who can work in the Planet fitness place?

 Which the traditional advertising is you increase the profit of your company?

Needs-Pay-Off Write at least 3 Needs-Pay-Off questions

 How much are you looking to grow?  You said a different advertising can help to

increase the membership monthly?  Would it help if you have better strategy to

attract the correct target?

Closing How would you close the meeting?

I want to see the planet mundo grow. When should we get started on implementation? I will send you an email out like what we spoke about today. I’m going to work with Comcast Spotlight advertising team and tomorrow I will set up another meeting to inform you about the updates. I’m looking forward to working with you on this project. Thank you so much for give this opportunity, any other questions or concerns, I will be able to help you.

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