In Presentations Where the Salesperson Has Covered a Lot of Features

question 55

Multiple Choice

In presentations where the salesperson has covered a lot of features and benefits about the product with a buyer,a __________ close seems appropriate.

• A)multiple-option
• B)special concession
• C)summary-of-benefits
• D)assumption
• E)T-account

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Definitions:

Cognitive Error

Faulty thinking patterns that lead to misinterpretation of experiences or interactions.

Illusory Correlation

The cognitive mistake of perceiving a relationship between two variables even when none exists.

Confirmation Bias

The tendency to search for, interpret, and remember information in a way that confirms one’s preconceptions or hypotheses.

Therapy

A treatment intended to relieve or heal disorders, typically involving a systematic process of interaction with a therapist.