The Hawthorne Studies

question 22

Multiple Choice

The Hawthorne Studies .

• A)increased the effectiveness of complex weapons during WWII
• B)were conducted during the 20s and 30s
• C)were a catalyst for the start of consumer psychology
• D)were conducted at the Hawthorne Plant of General Motors

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Definitions:

Alternative Close

A sales technique where the salesperson presents the prospect with two final options, making it easier to make a purchase decision.

Summary Close

A sales technique where the key points or benefits of a product are summarized to encourage a purchase decision.

FAB Approach

Stands for Features, Advantages, Benefits - a sales and marketing strategy emphasizing a product's features, its advantages over competitors, and the benefits it brings to the customer.

Selling-Related

Pertaining to activities or processes involved in promoting and selling products or services to customers.