Deep into His Presentation to a Potential Life Insurance Customer

question 35

Multiple Choice

Deep into his presentation to a potential life insurance customer, the company representative asks the following: "How does everything sound so far?" What is the representative doing by asking this question?

• A)testing the water
• B)using suggestive close
• C)the balloon close
• D)using a trial close
• E)asking for the order

---

Definitions:

Variable-Ratio

A reinforcement schedule in which the number of responses required for a reward varies around an average, making the reinforcement unpredictable and typically leading to high and stable response rates.

DRH

A differential reinforcement of high rates of behavior schedule where reinforcement is contingent on responses being made at or above a certain rate.

DRO

A behavioral intervention technique known as Differential Reinforcement of Other behavior, where reinforcement is delivered for any behavior other than a target behavior.

Serial Position

The tendency to recall items from the beginning and end of a list better than those in the middle.