What Does the Second Step in the SPES Sequence Stand

question 41

Multiple Choice

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

• A) probe for problems
• B) present the sales aid
• C) probe for confirmed benefits
• D) point out all the features and benefits

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Definitions:

Marginalization

Relegation of people to a less powerful position based on social identities.

Social Identities

Aspects of an individual's identity derived from their membership in social groups such as race, gender, nationality, and religion.

Representations Of Reality

The depiction or portrayal of real-world elements, scenarios, or concepts through various means such as art, literature, or media.

Circumscription And Compromise

A career development theory suggesting individuals eliminate career options based on perceived constraints and then adjust their choices based on external factors.