Using SPIN Questioning System

MAR 4400 Personal Selling

Assignment #4

Participating Students

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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?

Topic type	guideline	Write your questions / comments in this column
Opening	How would you open the conversation?
Situation	Write at least 2 situation questions
Problem	Write at least 3 Problem questions
Implication	Write at least 3 Implication questions
Needs-Pay-Off	Write at least 3 Needs-Pay-Off questions
Closing	How would you close the meeting?