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:

Conscious Experience

The range of thoughts, feelings, perceptions, and sensations that are knowingly experienced by an individual.

Psychoanalytic Approach

The psychoanalytic approach is a theory and therapeutic method developed by Sigmund Freud, focusing on unconscious processes and unresolved conflicts as the sources of psychological distress.

Unconscious Motives

Drives and desires that influence an individual's behavior and decisions without their awareness, stemming from the unconscious mind.

Experimental Psychology

The branch of psychology that uses experimental methods to research and understand psychological phenomena and behavioral processes.