The Use of a Multiple-Close Sequence Increases the Probability of Losing

question 85

True/False

The use of a multiple-close sequence increases the probability of losing a sale.

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Definitions:

Thematic Apperception Test

A projective psychological test used to reveal a person's social drives or needs by their interpretation of a series of pictures of emotionally ambiguous scenes.

Henry Murray

An American psychologist who developed the theory of needs and the Thematic Apperception Test (TAT) for personality assessment.

Personality Psychology

The study of individual differences in personality and how they affect behavior and mental processes.

Psychogenic Needs

Psychological desires or requirements that motivate individuals to act in certain ways, often described in terms of satisfaction and emotional well-being.