Sebastian Plans to Repaint His House for Christmas

question 21

Multiple Choice

Sebastian plans to repaint his house for Christmas. He goes to a paint store and picks up two inexpensive tins of yellow paint. The salesperson at the store, however, tells Sebastian to buy the more expensive paint available at the store and warns Sebastian that if he does not buy the more expensive paint, he is bound to encounter the problem of dampness, ugly stains, and paint peeling sooner or later. He also tells Sebastian that these problems will cost him his savings. In this scenario, the salesperson is most likely using the _____ to earn commitment.

• A) continuous yes close method
• B) standing-room-only close method
• C) assumptive close method
• D) fear close method
• E) minor-points close method

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Definitions:

Goleman

Daniel Goleman is a psychologist and author known for his work on emotional intelligence, emphasizing its importance in personal and professional success.

Culturally Biased Tests

Tests that may not fairly reflect the abilities of individuals from diverse cultural backgrounds due to the inclusion of culturally specific content.

Minority Populations

Groups within a population that are smaller in number and often have different ethnic, racial, or cultural backgrounds compared to the majority.

Larry P.

Refers to a landmark legal case (Larry P. v. Riles) concerning the use of standardized IQ tests for African American children in San Francisco, which was ruled as discriminatory.