The SPES Sequence Is a Powerful Tool Because It Helps

question 38

Multiple Choice

The SPES Sequence is a powerful tool because it helps the salesperson effectively ____.

• A) Uncover needs
• B) Confirm benefits
• C) Resolve objections
• D) Utilize visual aids
• E) Gain commitment

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Definitions:

Binge Eating Disorder

An eating disorder characterized by recurrent episodes of eating large quantities of food very quickly and to the point of discomfort.

Bulimia Nervosa

An eating disorder characterized by binge eating followed by purging, to avoid weight gain.

Compensatory Behaviours

Actions taken to make up for or to correct a mistake, error, or deficiency, especially in the context of eating disorders to offset caloric intake.

Relapse Rates

The frequency at which individuals resume previous behaviors or conditions after a period of recovery or remission.