Sensory Information Is Interpreted in Light of Existing Knowledge, Concepts

question 11

Multiple Choice

Sensory information is interpreted in light of existing knowledge, concepts, and expectations in _______________ processing.

• A)top-down
• B)bottom-up
• C)vertical
• D)horizontal

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Definitions:

Dale Carnegie Institute

An educational organization that offers training in communication, leadership, sales, and self-improvement based on the principles of its founder, Dale Carnegie.

Competitive Advantage

The superior position a product enjoys over competing products if consumers believe it has more value than other products in its category.

Trial Close

A sales technique where a salesperson tests the readiness of a prospect to make a purchase decision, often through indirect questions or suggestions.

Summary Close

A sales technique where the seller summarizes the main points of the presentation before asking for the sale.