If a Salesperson Was Attempting to Develop a Feeling of Ownership

question 66

Multiple Choice

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,s/he might:

• A)explain the concept of the four C's
• B)explain the store's installment payment plan for the item
• C)lay the ring on black velvet to enhance its brilliance
• D)inform the customer of the gem's clarity
• E)encourage the customer to try it on

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Definitions:

Comprehensive

Including or dealing with all or nearly all elements or aspects of something, often related to a detailed and complete approach.

Reciprocally Deterministic

The concept in psychology that a person's behavior is both influenced by and influences their personal factors and the environment.

Big Five

A model describing five broad dimensions of personality traits: openness, conscientiousness, extraversion, agreeableness, and neuroticism, used to understand human behavior and personality.

Trait Dimensions

Fundamental aspects of personality that are assumed to exist on a continuum, where individuals vary in degree.