A Major Purpose of SPIN and ADAPT Is to Help

question 64

Multiple Choice

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

• A) Benefits
• B) Features
• C) Situation
• D) Confirmed benefits
• E) None of the above is correct.

Understand Horney’s critique of Freud’s methodology and theoretical stances.

Recognize the components and significance of Horney's theory on neurotic needs and trends.

Identify Horney's perspectives on childhood, mother’s affection, and basic anxiety.

Differentiate among the three neurotic trends: moving toward, against, and away from people.

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Definitions:

Intermediate Sanctions

Penalties that fall between traditional probation and full-scale imprisonment, often used in the criminal justice system.

Improper Transgressions

Inappropriate or unlawful actions that violate accepted norms, rules, or regulations.

Fiduciary Mode

An ethical and legal relationship of trust where an individual or entity acts on behalf of another person or people with their best interest in priority.

Stewardship

The act of managing or looking after another's property, finances, or affairs responsibly and ethically, often used in contexts of environmental conservation and nonprofit management.