Representatives Who Are Taught the SPIN Method to Build Long-Term

question 44

Multiple Choice

Representatives who are taught the SPIN method to build long-term relationships may ask each of the following types of questions EXCEPT ________.

• A) situation
• B) speculation
• C) problem
• D) need-payoff
• E) implication

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Definitions:

Self-Efficacy

An individual's belief in their own capability to execute behaviors necessary to produce specific performance attainments.

Positive Outcomes

Favorable or beneficial results arising from a particular course of action.

Self-Efficacy

The belief in one's ability to succeed in specific situations or accomplish a task.

Emotion-Focused

A coping strategy aimed at managing and dealing with the emotional response to a situation rather than attempting to change the situation itself.