In the ADAPT Questioning System, What Type of Question Is

question 79

Multiple Choice

In the ADAPT questioning system, what type of question is used to probe for further details needed to develop, clarify, and understand the nature of the buyer's problem?

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

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Definitions:

Neuroticism

A personality trait associated with negative emotions such as anxiety, depression, and anger; high levels can indicate vulnerability to stress and emotional instability.

Erikson

Erik Erikson was a developmental psychologist and psychoanalyst known for his theory on the psychological development of human beings, which outlines eight stages from infancy to adulthood, each characterized by a specific psychosocial challenge.

Stagnation

A state of inactivity or lack of growth and development in a physical, economic, or social context.

Middle Adulthood

The stage of life, generally considered to occur from approximately 45 to 65 years of age, marked by increased self-awareness, stability, and concern for the future.