Personality Variables Rosenthal Reported That When an Experimenter Acts in a Friendly

question 15

Multiple Choice

Personality Variables Rosenthal reported that when an experimenter acts in a friendly manner, subjects sometimes

• A)achieve higher scores on adjustment tests.
• B)achieve higher scores on intelligence tests.
• C)learn better.
• D)all of these

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Definitions:

Successful Closing

In sales, successful closing refers to effectively concluding a deal or sales process, resulting in an agreement or purchase by the customer.

Direct Objections

Explicit reservations or disagreements voiced by a potential customer during a sales process.

Alternative-Choice Close

A sales technique where the salesperson presents the potential buyer with two choices, both leading to a sale, in an effort to close the deal.

Buying Decision

The process of evaluating and choosing from available alternatives to purchase a product or service.