A Need-Satisfaction Presentation Format That Involves Adjusting the Presentation to Fit

question 64

Multiple Choice

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

• A) relationship selling.
• B) adaptive selling.
• C) consultative selling.
• D) proactive selling.
• E) cooperative selling.

Understand the fundamentals of attorney-client privilege, including what constitutes confidential communications.

Recognize the scope and limitations of client confidentiality and the paralegal’s role in maintaining it.

Identify the exceptions to the rule of client confidentiality.

Differentiate between attorney-client privilege and work product doctrine.

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Definitions:

Unconditional Positive Regard

A term coined by Carl Rogers referring to accepting and supporting someone regardless of what they say or do.

Internalizing

The process of integrating beliefs, attitudes, or behaviors into one’s own self-concept or personality.

Child's Behavior

The actions or reactions of a child in response to external or internal stimuli.

Person-Centered Therapy

A form of psychotherapy developed by Carl Rogers that emphasizes the importance of being in a conducive environment that provides congruence, unconditional positive regard, and empathic understanding to help individuals realize their true self.