In One of the First Social Psychological Experiments Ever Conducted

question 44

Multiple Choice

In one of the first social psychological experiments ever conducted, researcher Norman Triplett examined the records of teams of cyclists. He found that cyclists who raced against each other ____ than those who raced alone (against the clock) .

• A)were more aggressive after the race
• B)got into more accidents
• C)cycled more quickly
• D)enjoyed the race less

Apply various techniques such as dodge, price/value formula, and boomerang in handling objections.

Realize the role of forestalling in addressing anticipated objections before they arise.

Distinguish between different types of objections e.g., practical, source, true, and hopeless objections.

Understand the importance of listening to, and addressing, prospects' objections effectively in sales.

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Definitions:

SBUs

Strategic Business Units, which are smaller entities within a larger corporation that operate as separate profit centers.

Quadrant A

Often part of a matrix or chart classification system, Quadrant A could refer to a specific sector defined by two variables used in strategic analysis or planning.

BCG Business Portfolio

A strategic analysis tool developed by the Boston Consulting Group that categorizes a company’s business units or products based on their market growth rate and market share.

SBUs

Strategic Business Units are organizational subunits of a larger corporation, each responsible for its own profitability and strategic direction.