In the _____ Method of Handling Sales Resistance, the Salesperson

question 13

Multiple Choice

In the _____ method of handling sales resistance, the salesperson relates that others actually discovered their initial opinions to be baseless after they tried the product.

• A) forestalling
• B) direct denial
• C) translation
• D) coming-to-that
• E) feel-felt-found

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Definitions:

Effectiveness

The degree to which something is successful in producing a desired result; efficiency.

Punishment

A painful or discomforting stimulus that reduces the frequency with which the target behavior occurs.

Socializing Agents

Individuals, groups, or institutions that play significant roles in integrating individuals into the norms, values, and beliefs of their society.

Criterion Validity

Criterion validity refers to the extent to which a measure is related to an outcome.