In the Context of the Five Stages of Questions in the ADAPT

question 69

Multiple Choice

In the context of the five stages of questions in the ADAPT questioning system, _____ do not seek conclusions but rather should address a buyer's company and operations, goals and objectives, market trends and customers, current suppliers, and even the buyer as an individual.

• A) discovery questions
• B) assessment questions
• C) projection questions
• D) activation questions
• E) transition questions

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Definitions:

James-Lange Theory

A theory of emotion proposing that emotions result from the perception of bodily reactions to stimuli, implying that physiological arousal precedes emotional experience.

Autonomic Changes

Adjustments in the autonomic nervous system that regulate bodily functions such as heart rate, digestion, respiratory rate, pupillary response, urination, and sexual arousal.

James-Lange Theory

The James-Lange Theory proposes that emotional experiences result from our interpretations of bodily reactions to stimuli, suggesting that we feel sad because we cry, angry because we strike, or afraid because we tremble.

Autonomic Arousal

The activation of the autonomic nervous system, which can induce physiological responses such as increased heart rate or sweating.