"Yes, I Realize That This Ointment Has a Peculiar Smell

question 70

Multiple Choice

"Yes, I realize that this ointment has a peculiar smell, and you'll be glad it does some night when a sleepy patient goes to brush his teeth and doesn't use the ointment because of its smell. As we both know that kind of thing does happen, and our ointment could make someone very sick." This retail sales rep is using the _____ method to respond to an objection.

• A)SPIN
• B)"turn the tables"
• C)revisit method
• D)indirect denial
• E)acknowledge

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Definitions:

Horizon

The line where the earth's surface and the sky appear to meet, often used metaphorically to denote the limit of a person's knowledge, experience, or interest.

Bright

Having high intelligence or quick intellectual capacity.

Perceptual Set

A psychological predisposition or readiness to perceive certain features of the environment while ignoring others.

Relative Luminance

A measure of the amount of light that comes from a source or is reflected by a surface, compared to the amount of light coming from a reference source.