What Does the Third Step in the SPES Sequence Stand

question 42

Multiple Choice

What does the third step in the SPES Sequence stand for?

• A) explain the sales aid
• B) explore the buyer's situation
• C) explain the benefits
• D) explore additional solutions

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Definitions:

Defense Reaction

A psychological or physiological response to a perceived threat to one’s well-being, often involving strategies to cope with stress or anxiety.

Learned Taste Aversion

The phenomenon where an individual develops a dislike or avoidance of a particular food after a negative experience, such as sickness, that gets associated with that food.

Trial-And-Error Learning

Trial-and-error learning is a form of problem-solving that involves attempting different solutions and learning from mistakes until the correct solution is found.

Response Control

The ability to regulate one's reactions to external stimuli, often in the context of behavioral psychology.