As the Salesperson Hands Kent the Sunglasses, He Asks, "You

question 105

Multiple Choice

As the salesperson hands Kent the sunglasses, he asks, "You like the fit, the colour, and how these glasses darken, right?" What classical closing technique is the salesperson using?

• A)summary-of-benefits
• B)alternative-choice
• C)minor-points
• D)compliment
• E)negotiation

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Definitions:

Anticipatory Socialization

Involves taking on the norms and behaviors of a role to which one aspires but does not yet occupy.

Concrete Operational

A stage in Piaget's theory of cognitive development where children aged 7-11 start thinking logically about concrete events but have difficulty understanding abstract or hypothetical concepts.

Gravity

A fundamental physical force that attracts two bodies towards each other, responsible for the motion of planets, stars, and other celestial objects.

Cognitive Skills

Mental abilities that enable learning, thinking, reasoning, and problem-solving.