Discussion Post
The skill set of probing is important to the true sales professional. Via effective probing, the sales rep learns what is important to the customer prior to doing the product presentation.
In your initial posting, provide one example of a situation question that you might ask a customer who is the production manager for your favorite product. Discuss the rationale for the use of the SPIN model of probing and its benefits.
The response must include a reference list. Using Times New Roman 12 pnt font, double-space, one-inch margins, and APA style of writing and citations.