After the Prospect Indicates That She Likes the Product,the Salesperson

question 44

Multiple Choice

After the prospect indicates that she likes the product,the salesperson asks,"You like the fit,the color,and how these glasses darken,right? I think you should buy a few of these." This is an example of the _____ close.

• A) summary-of-benefits
• B) alternative-choice
• C) minor-points
• D) assumptive
• E) assertive

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Definitions:

Freudian Theory

is a set of psychoanalytic principles and methods developed by Sigmund Freud that emphasizes unconscious motivations and conflicts as drivers of human behavior.

Sexual Motives

The psychological and physiological factors that drive individuals towards sexual behavior and activities.

Anti-Freud

Refers to theories or perspectives that dispute or reject the psychoanalytic theories proposed by Sigmund Freud.

Oedipus Complex

A concept in psychoanalytic theory referring to a child's unconscious sexual desire for the opposite-sex parent and jealousy toward the same-sex parent.