The Only Goal of Punishment Is Deterrence

question 61

True/False

The only goal of punishment is deterrence.

Recognize appropriate situations for implementing the direct close method.

Describe the characteristics and appropriate use of the question close.

Learn the strategic application of the compliment close in dealing with various types of customers.

Evaluate the effectiveness of summary-of-benefits and continuous-yes closes.

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Definitions:

Thurstone's Theory

A psychological theory suggesting that attitudes can be quantified through the use of scaled opinion statements, leading to the measurement of psychological attitudes.

Crystallized Intelligence

A form of intelligence characterized by the ability to use learned knowledge and experience.

Fluid Intelligence

The capacity to think logically and solve problems in novel situations, independent of acquired knowledge.

Inductive Reasoning

A method of reasoning in which conclusions are drawn from a set of observations, making broad generalizations from specific instances.