Harvey Uses a Memorized Presentation with a Standard Introduction and a List

question 64

Multiple Choice

Harvey uses a memorized presentation with a standard introduction and a list of points he wants to make during his sales presentation. Harvey is using a(n) _____ presentation.

• A)customized
• B)outlined
• C)adaptive
• D)canned
• E)cause and effect

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Definitions:

Highball Technique

A persuasive strategy where an initial, excessively high request is made, knowing it will likely be rejected, in order to make a subsequent, smaller request seem more reasonable.

Proposition

A statement or assertion that expresses a judgment or opinion.

Fundamental Attribution Error

The tendency to overemphasize personal characteristics and underestimate situational factors when explaining other people's behavior.

Prejudice

Preconceived opinion or judgment about someone or something that is not based on reason or actual experience.