A Salesperson Asks the Prospect," What Do You Think About

question 6

Multiple Choice

A salesperson asks the prospect," What do you think about our new line of products?" Which approach is being used?

• A) Product
• B) Opinion
• C) Curiosity
• D) SPIN
• E) Customer benefit

---

Definitions:

Limbic System

A complex system of nerves and networks in the brain, involved with instinct and mood. It controls basic emotions and drives, such as fear, pleasure, and anger.

Reinforcement

In behaviorist psychology, any event that strengthens or increases the likelihood of a behavior by providing a consequence an individual finds rewarding.

Behavior

Actions or reactions of individuals or groups in response to external or internal stimuli.

Single-blind Study

A study or experiment in which the participants do not know which group or condition they have been assigned to, but the researchers do.