If You Are Familiar with Your Product as Well as Your

question 13

Multiple Choice

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is best for overcoming buyer skepticism?

• A)defamation
• B)feel-felt-found
• C)third-party testimony
• D)indirect denial
• E)demonstration

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Definitions:

Ekman

Refers to Paul Ekman, a psychologist known for his research on nonverbal behavior and the universality of facial expressions in conveying emotions.

Guilt

A negative emotional state associated with anxiety, tension, and agitation.

Vague Sense

An indistinct or unclear perception or understanding of something, often leaving one uncertain.

Secondary Emotion

Emotions that are a blend of primary emotions and include feelings such as guilt, shame, embarrassment, and pride.