Examlex
What is the salesperson's goal when a prospect is in the conviction stage of the buying decision?
Emotional Tactic
A strategy that uses emotions to influence or manipulate others' decisions or perceptions.
Ingratiation
A social influence strategy involving deliberate efforts to win over someone by flattering or pleasing them.
Compliance
The act of conforming to a request or demand, often from an authority figure or peer.
Heuristic-Systematic
Referring to a model of information processing that includes a heuristic, or shortcut, method and a systematic, or detailed, method for decision making.
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