When Theorists Attempt to Identify the Reasons, Motives, and Interests

question 2

Multiple Choice

When theorists attempt to identify the reasons, motives, and interests that underlie behavior (i.e., how and why people act the way they do) , their primary objective for developing theory is to provide:

• A) Description
• B) Understanding
• C) Prediction
• D) Reform
• E) Explanation

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Definitions:

Handling Objections

A sales technique that involves addressing and overcoming doubts or hesitations (objections) from potential customers.

Indirect Denial

An apparent agreement with the prospect used by the salesperson to deny the fundamental issue of the objection.

Objection Handling

The process of addressing and overcoming reservations or concerns raised by a potential buyer in a sales context.

"Yes, but…"

A conversational technique often used in sales and negotiations to acknowledge a point and simultaneously introduce a counterargument or exception.