A Major Purpose of the Use of the _____ Process

question 83

Multiple Choice

A major purpose of the use of the _____ process is to help the salesperson identify the confirmed benefits for the buyer.

• A) 5-P Sales questioning
• B) matrix questioning
• C) SPIN or ADAPT questioning
• D) prospect questioning
• E) value-added sales questioning

---

Definitions:

Long-Term Memories

Memories that can last from a few days to a whole lifetime, storing a vast amount of information.

Long-Term Storage

In psychology, the phase of memory in which information is retained indefinitely, allowing for recall of experiences and knowledge over long periods.

Anxiety Level

The degree of unease, worry, or fear often experienced as a reaction to stress or uncertainty.

Memory Dissociation

A phenomenon where certain memories are not integrated into one's conscious experience, often due to trauma or psychological stress.