Indirect Denial Is Often More Effective in Combatting Prospect Concerns

question 5

Multiple Choice

Indirect denial is often more effective in combatting prospect concerns than direct denial is because:

• A)indirect denial is a technique that needs to be practiced
• B)indirect denial sounds more positive than direct denial does
• C)indirect denial uses transition words such as "but" and "however"
• D)direct denial resolves the issue conclusively
• E)direct denial provides no out for the customer

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Definitions:

Homeostasis

The tendency of a biological system to maintain stability while adjusting to conditions that are optimal for survival.

Hypothalamus

An essential part of the brain's limbic system involved in many functions, including releasing hormones and regulating body temperature.

Thalamus

A small structure within the brain that serves as a relay station for information between the cerebral cortex and the rest of the nervous system.

Thalamus

A part of the brain located above the brainstem that acts as a relay station for sensory and motor signals to the cerebral cortex.