A Salesperson Calls One of His Regular Customers and Says,"I'll

question 35

Multiple Choice

A salesperson calls one of his regular customers and says,"I'll call your order in this afternoon." This is an example of the _____ close.

• A) compliment
• B) alternative-choice
• C) minor-points
• D) assumptive
• E) standing-room-only

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Definitions:

Evaluative Conditioning

A stimulus will become more liked or less liked when it is consistently paired with stimuli that are either positive or negative.

Spreading Attitude Effect

A liked or disliked person (or attitude object) may affect not only the evaluation of a second person directly associated but also others merely associated with the second person.

Automatic Activation

According to Fazio, attitudes that have a strong evaluative link to situational cues are more likely to automatically come to mind from memory.

Moderator Variable

A variable that qualifies an otherwise simple hypothesis with a view to improving its predictive power (e.g., A causes B, but only when C (the moderator) is present).