Read "Heartland Technology and Metro Insurance Services," Ch. 4, p. 106. This assignment is attached below in JPEG format. More information on chapter 4 will be attached below in PowerPoint format. 

Follow the directions at the end of this role-play, but use the SPIN technique.  Do not use the ADAPT technique. The SPIN questioning technique is a tool to discover the problems and needs of a potential customer -- problems that you might be able to solve.

This role-playing exercise is not a complete sales presentation. The purpose of this assignment is to ask only one question for each of the four SPIN question types.  For example:

Situation question; Buyer's answer

Problem question; Buyer's answer

Implication question; Buyer's answer

Need-Payoff question; Buyer's answer

End the role-play at that point.

Actions required:  

1. Create the role of the salesperson.  

2. Create a fictional role of the buyer.

3. Submit an 800-word Word Document for this assignment