After Asking Problem Questions, the Salesperson Should Begin Asking Need-Payoff

question 61

True/False

After asking problem questions, the salesperson should begin asking need-payoff questions.

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Definitions:

Storage Decay

The theory that memory traces weaken over time when information is not accessed or used, leading to forgetting.

Organic Chemistry

Organic Chemistry is the branch of science dealing with the structure, properties, composition, reactions, and synthesis of carbon-containing compounds.

Memory Trace

The theoretical concept referring to the physical change in the brain that represents the imprint of an experienced event or piece of information.

Motivated Forgetting

A psychological phenomenon whereby individuals unconsciously block memories of traumatic or disturbing events or information.