Al Young Is an Environmentalist, and He Is Talking to a Salesperson

question 115

Short Answer

Al Young is an environmentalist, and he is talking to a salesperson about the possibility of getting a computer notebook to take on a trip to the Brazilian rainforest. "You just have to realize what kind of weather conditions we operate in--high humidity, heat, and torrential rains are every day occurrences." The salesperson responded, "I know how you feel. It's hard to believe the Panasonic CF-M34 can withstand extreme environments. John Myers, felt the same way when he got a CF-M34 to take with him when he went out on an oil drilling platform in the North Sea. He found the CF-M34 operated well in extreme weather conditions and has recommended the notebook to several friends." What method of handling objections was used here?

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Definitions:

Theory of Mind

The ability to attribute mental states—beliefs, intents, desires, emotions, knowledge—to oneself and others and to understand that others have beliefs and perspectives different from one's own.

Egocentrism

A cognitive trait where an individual fails to understand that other people might have different points of view from their own.

Script for Crying

A socially constructed guide or expectation regarding when, where, and how it is appropriate to express tears or sorrow.

Conservation

The principle in cognitive development where a child learns that quantity doesn’t change despite the arrangement or appearance altering.