Newman Notices That the Passenger Seated Across from Him on the Subway

question 124

Multiple Choice

Newman notices that the passenger seated across from him on the subway has his eyes closed and hasn't moved in a while. But he looks around and sees that no one else, including those passengers who were on the train when he boarded, seems too concerned about this man. He decides that this probably means there isn't an emergency and the man is not in need of help. This line of thinking epitomizes which of the following concepts?

• A) Stimulus overload
• B) Pluralistic ignorance
• C) Audience inhibition
• D) Diffusion of responsibility

---

Definitions:

Indecisive Prospect

A potential customer who is hesitant or struggles to make a purchasing decision, often requiring additional information or reassurance from a salesperson.

Negotiation Close

A sales technique where the salesperson seeks to conclude a deal by negotiating terms that are acceptable to both the buyer and seller.

Direct Close

A sales technique where the salesperson directly asks the prospect to make a purchase decision.

Closing Sales

The last stage in the selling procedure where the seller obtains the customer's consent to go ahead with the buying transaction.