Creating value and generating confirmed benefits are major ...

[Caiter2013]

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions, problem questions, implication questions, and need payoff questions) and _________ questioning strategies.
 Fill in the blank(s) with correct word

Question 2

The distance between a customer's expectations of a service and the perception of the service actually delivered is called the _____ gap.
 A) service
  B) knowledge
  C) standards
  D) delivery
  E) communication

[srodz]

Answer to Question 1

ADAPT (assessment questions, discovery questions, activation questions, projection questions, and transition questions)

Answer to Question 2

A