The Questions in the Continuous-Yes Close Should Be

question 59

Multiple Choice

The questions in the continuous-yes close should be:

• A) open-ended to assess the prospect's needs.
• B) designed to generate negative responses.
• C) included in a brief product questionnaire.
• D) based on the weakness of the competition.
• E) based on benefits of the specific product.

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Definitions:

Probability

A measure of the likelihood that a specific event will occur, expressed as a number between 0 and 1, where 0 indicates impossibility and 1 indicates certainty.

Avoidance Conditioning

A learning process in which an individual learns to prevent or avoid an unpleasant stimulus by performing a particular behavior.

Student Behavior

Refers to the conduct or response patterns that students exhibit in an educational environment, influenced by factors such as classroom management, learning styles, and social interactions.

Extinction

The process of withholding reinforcement for a conditioned response. Extinction has two parts: (1) if, in a given situation, somebody displays a previously reinforced response and the response is not followed by the usual reinforcing consequence, (2) then that person is less likely to do the same thing again when he or she next encounters a similar situation.