When a Salesperson Bends a Little and Acknowledges That the Prospect

question 37

Short Answer

When a salesperson bends a little and acknowledges that the prospect is at least partially correct,he/she is using the ________ ________ method of negotiating an objection.

---

Definitions:

Emotional Expression

The way in which a person exhibits behavioral manifestations of emotion, including facial expressions, vocalizations, and gestures.

Reinforcement

A stimulus or event that increases the likelihood of the behavior that it follows.

Proximity

The physical or psychological closeness between people, objects, or ideas, often influencing relationships and perceptions.

Physical Attractiveness

The degree to which a person's physical traits are considered aesthetically pleasing or beautiful by others.