Continued Affirmation Selling Is

question 37

Multiple Choice

Continued affirmation selling is:

• A) The primary sales method utilized by professional salespeople
• B) The same thing as Adaptive Selling
• C) A sales presentation that is unplanned and developed in response to the needs of the customer
• D) A sales presentation unrelated to stimulus response selling
• E) An example of stimulus response selling

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Definitions:

Gunny-sacking

A communication strategy where grievances are silently collected and then released all at once in a conflict.

Exaggeration

Deception by commission involving “stretching the truth” or embellishing the facts.

Name Calling

A form of verbal abuse involving derogatory language intended to demean or insult someone.

Referent Power

A form of influence based on the ability to attract others and build loyalty through charisma or personal traits.