Role-Playing Is a Type of Projective Technique in Which the Respondent

question 26

True/False

Role-playing is a type of projective technique in which the respondent is expected to transfer his or her attitudes to the third person.

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Definitions:

Hopeless Objections

Customer concerns during the sales process that appear to be insurmountable and resistant to standard objection-handling techniques.

True Objections

Genuine concerns or hesitations expressed by a potential buyer that need to be addressed by the seller.

Quantity Discount

A pricing strategy where the price per unit of a product decreases as the quantity of the product purchased increases.

Cumulative

Pertaining to an increasing total achieved by progressively adding successive amounts or elements together over time.