When Groupthink Happens,people May Hold Dissenting Views but Not Speak

question 33

Multiple Choice

When groupthink happens,people may hold dissenting views but not speak up.This creates the:

• A)illusion of invulnerability.
• B)illusion of unanimity.
• C)illusion of infallibility.
• D)consensus.

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Definitions:

Need Arousal

A situation in which a salesperson triggers a psychological, social, or economic need in the buyer.

Information Evaluation

A process that determines what will be purchased as the buyer matches this information with needs, attitudes, and beliefs in making a decision.

SELL Sequence

A structured approach to selling, emphasizing steps like Show, Explain, Lead, and Lock.