In the ADAPT Questioning System, What Type of Question Is

question 104

Multiple Choice

In the ADAPT questioning system, what type of question is used to help the buyer to gain insight into the true ramifications of the problem and its consequences?

• A) discovery
• B) activation
• C) projection
• D) transition

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Definitions:

Human Motivation

The internal processes that initiate, guide, and maintain goal-oriented behaviors among humans.

Valence

In psychology, the intrinsic attractiveness or aversiveness of an event, object, or situation.

Expectancy

The belief or anticipation that a certain action will lead to a desired outcome, often related to motivation.

Theory X

A management theory assuming that employees are inherently lazy and will avoid work if possible, necessitating control and coercion by management.