What Technique Is Being Used in This Exchange Between a Salesperson

question 44

Multiple Choice

What technique is being used in this exchange between a salesperson and a prospect? (Salesperson) "I know it is more expensive - that is the reason why you should buy it!"(Prospect) "What do you mean? (Salesperson) "Well, for an additional two dollars a month, you will be able to increase production by 10% leading to significant increases in your bottom line."

• A)compensation
• B)postpone
• C)indirect denial
• D)dodge
• E)boomerang

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Definitions:

Priority

The status established by order of importance or urgency.

Kohlberg's Moral Development

A theory proposing that moral reasoning, the basis for ethical behavior, has six identifiable developmental stages, each more adequate at responding to moral dilemmas than its predecessor.

Excessive Force

The use of force greater than what is necessary to achieve a legitimate law enforcement objective or to maintain control.

Punishment

The imposition of a penalty as retribution for an offense, often intended as a deterrent to undesirable behavior.