The Fourth Category of Question in the SPIN Approach Is

question 150

Multiple Choice

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

• A) need-payoff
• B) non-specific
• C) necessary
• D) negotiation
• E) networking

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Definitions:

Conditioned Fear

A learned response where a neutral stimulus begins to elicit fear after being paired with an aversive event.

Behavioral Contrast

A phenomenon observed in operant conditioning where a change in the reinforcement conditions for one behavior alters the rate of another behavior.

Excitatory Generalization Gradients

Graphs showing the level of generalization from an excitatory conditioned stimulus (CS1) to other stimuli.