Isabel Received a Message on Her Computer That Appeared to Be

question 40

Multiple Choice

Isabel received a message on her computer that appeared to be from the FBI.It informed her that her computer has been locked and she would need to pay a fee to retrieve her data.How would you describe what is happening?

• A) A hacker is trying to put a Trojan on her computer.
• B) A worm has infected her computer and she needs to unplug her device.
• C) It is most likely ransomware because it is telling her she has to verify payment information to unlock her computer.
• D) Nothing has happened and the message is fine to ignore since she has not been home all day and her computer has not been turned on until now.

Recognize the ethical considerations in closing sales.

Identify and interpret buying signals during the sales process.

Master the timing for attempting a close in a sales conversation.

Understand the relationship between customer readiness and different closing strategies.

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Definitions:

Overconfidence Effect

A cognitive bias where an individual's subjective confidence in their judgments is greater than their objective accuracy.

Framing Effects

In prospect theory, changes in people’s decision making caused by new information that alters the context, or “frame of reference,” that they use to judge whether options are viewed as gains or losses relative to the status quo.

Mental Accounting

The tendency people have to create separate “mental boxes” (or “accounts”) in which they deal with particular financial transactions in isolation rather than dealing with them as part of an overall decision-making process that would consider how to best allocate their limited budgets across all possible options by using the utility-maximizing rule.

Overpriced Warranties

Service contracts sold at a price significantly higher than the expected cost of repairs, often criticized for their value relative to the benefits provided.