Unfortunately, the Need Satisfaction Approach Tends to Increase the Defensiveness

question 37

True/False

Unfortunately, the need satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message after quickly establishing the buyer's needs.

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Definitions:

Biofeedback

A technique that teaches individuals to control bodily functions, such as heart rate, using monitoring devices to provide feedback on physiological states.

Stress

A physical, mental, or emotional factor causing bodily or mental tension, arising from external or internal challenges.

Hand Temperature

Hand temperature is a physiological measure that can reflect the body's response to stress, emotions, or health condition, often used in biofeedback therapy to help individuals learn to regulate bodily processes.

Imagery Relaxation

A relaxation technique that involves visualizing calming and peaceful images to reduce stress and anxiety.