Dana Sells Surlyn Isonomer Resins, Which Are Used in the Packaging

question 44

Multiple Choice

Dana sells Surlyn isonomer resins, which are used in the packaging of meats. As she was making her sales presentation to the purchasing agent for a meat distributor, he said, "I sure do wish people would get over this idea that they only have to eat chicken. Good beef is getting harder and harder to find." Dana continued, "I enjoy a good steak myself." She paused briefly and then asked, "But, did you know that Surlyn can cut your packaging rejects in half?" Dana was using the _____ method to respond to this objection.

• A)direct denial
• B)acknowledge
• C)postpone
• D)referral
• E)compensation

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Definitions:

Social Cognitive Theory

A theory in psychology that states behavior is learned from the environment through the process of observational learning and social interaction.

Behavioral Perspectives

A viewpoint in psychology that emphasizes the importance of observing and understanding how behavior is influenced by the environment and internal mental states.

Moderately Consistent

Describes a level of regularity and predictability in behavior or phenomena that is neither high nor low but within a middle range.

Animal Research

Scientific studies conducted on animals to gain insights into biology, psychology, and medicine that may also apply to humans.