The Salesperson Was Selling the Couple a Garden Tub for Their

question 156

Multiple Choice

The salesperson was selling the couple a garden tub for their new bathroom. He said, "The water jets, large capacity, and marble finish are wonderful features, wouldn't you agree?" When this first close failed, he asked, "Will you want to use clear or white caulk to install your new tub?" The couple did not answer this question. The salesperson then began making a two-column list with reasons for and against buying. The salesperson used a:

• A) presumptive close.
• B) dyadic close based on the SELL Sequence.
• C) multiple distribution technique.
• D) multiple-close sequence.
• E) probability or rating close.

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Definitions:

Multiple Alleles

Three or more alleles of a single locus (in a population), such as the alleles governing the ABO series of blood types.

Norm Of Reaction

The range of phenotypes expressed by a single genotype under different environmental conditions.

Phenotypic Possibilities

The range of possible physical and physiological traits that an organism can develop, as determined by its genetic makeup and environmental influences.

Environmental Conditions

The various physical, chemical, and biological factors that surround and affect the life and development of an organism or community.