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:

Stereotype Promise

The expectation that individuals may perform better or show behavior aligning with positive stereotypes associated with their social group.

Performance Outcomes

Measures or results that indicate the effectiveness or success of a process, activity, or individual's achievements.

Civil Disobedience

Civil Disobedience is the act of intentionally refusing to comply with certain laws, demands, or commands of a government or occupying power, without resorting to physical violence, as a form of political protest.

Positive Deviance

Behaviors that deviate from the norms of a community or society but in ways that have beneficial or positive effects.