Research with Expert and Novice Chess Players by William Chase

question 188

Multiple Choice

Research with expert and novice chess players by William Chase and Herbert Simon (1973) revealed that experts were able to accurately recall the placement of more chess pieces than novices after a 5-second glance when the ____________.

• A)pieces were arranged meaningfully
• B)experts were allowed to use maintenance rehearsal
• C)pieces were arranged hierarchically
• D)pieces were arranged randomly

Appreciate the importance of post-sale activities and relationship building.

Identify the different closing techniques used in sales.

Understand the key elements and effectiveness of assumptive closes.

Differentiate between alternative-choice and minor-points closes.