The First Category of Questions in the SPIN Approach Is

question 44

Multiple Choice

The first category of questions in the SPIN approach is called the ________ question.

• A) small-talk
• B) situation
• C) speculation
• D) sustaining
• E) strategic

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Definitions:

Continuous Reinforcement

A schedule of reinforcement where a reward follows every correct response or desired behavior, commonly used in the initial stages of training.

Contingency

A future event or circumstance that is possible but cannot be predicted with certainty, often dependent on other factors.

Biofeedback

A technique used to teach individuals how to control bodily processes that are normally involuntary, such as heart rate or blood pressure, through the use of electronic monitoring.

Neurofeedback

A therapeutic intervention that measures brain waves and provides real-time feedback to help individuals learn to regulate brain function.