Samuel Walks Up to Katie and Asks If She Would

question 12

Multiple Choice

Samuel walks up to Katie and asks if she would be willing to wear a ribbon to show support for his cause.Though the ribbon is unattractive,it is small,so Katie agrees to wear it.Once Katie has agreed to this request,Samuel asks her if she would be willing to make a donation of $15 to his cause.Katie cannot refuse because she feels that Samuel is relying on her.In the context of persuasion,this scenario best demonstrates the _____ technique.

• A)door-in-the-face
• B)inoculation
• C)deindividuation
• D)foot-in-the-door

Understand the core principles of professional selling, including the salesperson's approach and honesty.

Distinguish the differences between various sales presentation methods.

Appreciate the role of audience analysis in selecting the appropriate sales presentation method.

Recognize the importance of the salesperson's knowledge about the prospect and product in delivering effective presentations.

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Definitions:

Percentage Terms

Percentage terms refer to expressions or calculations presented as a fraction of 100, indicating a portion or ratio in relation to a whole.

Bottom 40%

Refers to the lower 40 percent of the income distribution, often used in discussions of income inequality.

Families

Social units consisting of groups of individuals related by blood, marriage, or adoption, forming a primary societal group for nurturing and socializing members.

Percentage Of Total Income

A metric that expresses an individual's, sector's, or group's income as a fraction of the overall income earned within a larger entity, such as a country.