What Response Is Most Likely Expected from a Prospect When

question 30

Multiple Choice

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

• A) "I really don't need all of these extras. We should look at less expensive SUVs."
• B) "Yes, this model has lots of features that aren't available on other SUVs."
• C) "Okay. Show me some other SUVs which are better than this."
• D) "Okay. What kind of SUV would you recommend we buy?"
• E) "We should consider an SUV with fewer features."

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Definitions:

Exposure Therapy

A psychological treatment method where individuals confront their fears in a controlled environment to reduce their sensitivity.

Aversive Conditioning

A form of behavior therapy that involves using unpleasant stimuli to reduce or eliminate undesirable behaviors.

Posttraumatic Stress Disorder

A mental health condition triggered by experiencing or witnessing a severely traumatic event, characterized by flashbacks, nightmares, severe anxiety, and uncontrollable thoughts about the event.

Resilience

The ability to recover quickly from difficulties or adapt to significant stress and adversity.