Which of the Following Statements About Problem Questions in the Multiple-Question

question 47

Multiple Choice

Which of the following statements about problem questions in the multiple-question approach is true?

• A) The questions seek to identify general problems.
• B) The goal is for the prospect to admit having a problem.
• C) The problem questions are asked first in the sequence.
• D) It is unnecessary to separate unimportant problems from important problems.
• E) The salesperson moves directly to the presentation after identifying a specific problem.

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Definitions:

Activating event

In cognitive behavioral therapy, an event that triggers a cognitive or emotional response, leading to specific behavioral outcomes.

Control

In experimental research, it refers to the standard against which the effects of a test are compared.

Avoiding coping

A coping strategy where an individual avoids facing a problem or situation, thus delaying dealing with the stress it causes.

Alarm stage

The initial reaction of the body's stress response, involving the activation of the sympathetic nervous system and the release of stress hormones.