When the Telemarketer Who Was Trying to Get Chloe to Change

question 24

Multiple Choice

When the telemarketer who was trying to get Chloe to change long-distance service asked Chloe, "Are you ready to switch now?", he was using the _____ closing method.

• A)benefit summary
• B)direct request
• C)balance sheet
• D)assumptive
• E)alternative choice

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Definitions:

Change Inputs

Adjustments or modifications made to the factors or resources entering a process or system to affect its outcome.

Move to Another Company

The process of leaving one's current employer to work for a different organization.

Goal-Setting Theory

A theory that suggests that specific and challenging goals, along with appropriate feedback, contribute to higher and better task performance.

Conscious Goals

Goals that are deliberately set and pursued with awareness and intention.