The Appliance Salesperson Asked the Prospect, "What Do You Like

question 144

Multiple Choice

The appliance salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used:

• A) probing.
• B) channel narrowing.
• C) objection refutation.
• D) discriminators.
• E) encoding questions.

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Definitions:

Therapeutic Response

The beneficial outcome or improvement in symptoms following a treatment or intervention.

School-Age Child

A child who is in the age range of attending primary or elementary school, approximately 6 to 12 years old.

Major Depressive Disorder

A mental disorder characterized by at least two weeks of pervasive sadness or loss of interest in nearly all activities, along with other symptoms such as feelings of worthlessness or excessive guilt, changes in sleep or appetite, or thoughts of death.

Nonverbal Communication

The transfer of information through body language, facial expressions, gestures, and other physical cues rather than words.