The Objective of the Questions Approach Technique Is To

question 35

Multiple Choice

The objective of the questions approach technique is to:

• A) provide a transition into the sales presentation
• B) capture the attention of the prospect
• C) uncover the needs or problems of the prospect
• D) stimulate the prospect's interest
• E) all of these choices are correct

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Definitions:

Skill and Luck

Components influencing success in various tasks, where skill is the ability to perform tasks well through experience and training, and luck refers to success determined by chance.

Social-Cognitive Theories

A framework for understanding, predicting, and changing human behavior that emphasizes the interaction of cognitive, behavioral, and environmental factors.

Psychoanalytic Theories

Theories developed by Sigmund Freud and his successors, focusing on the influence of the unconscious mind on behavior.

Humanistic Theories

A perspective in psychology that emphasizes the study of the whole person, looking at human behavior not only through the eyes of the observer but through the eyes of the person doing the behaving.