______________ Refers to the Therapist's Emotional Reaction to the Client

question 31

Multiple Choice

______________ refers to the therapist's emotional reaction to the client.

• A) Transference
• B) Ego identification
• C) Counter-transference
• D) Ethos

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Definitions:

Adaptive Selling

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

Objections

Concerns or arguments raised by a customer or client against a product or service being sold.

Rationalizations

The process of providing reasonable explanations or justifications for decisions, actions, or beliefs, often in retrospect.

Need-satisfaction Presentation

A sales technique where the salesperson focuses on identifying and meeting the needs of the customer as a way to persuade them to purchase a product or service.