When Using Questions in the Selling Process,a Salesperson Should Most

question 9

Multiple Choice

When using questions in the selling process,a salesperson should most likely:

• A) use primarily direct questions.
• B) be assertive, forceful, and positive.
• C) be able to anticipate the answers.
• D) concentrate on a product's advantages.
• E) accept that most prospects expect discounts.

Distinguish between the major and minor premises of a syllogism.

Understand the concept of mood and figure in a syllogism.

Determine the validity of syllogistic arguments.

Recognize the role of categorical propositions in syllogisms.

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Definitions:

Generalized Anxiety

A chronic condition characterized by excessive, uncontrollable worry about everyday things across various situations.

Irrational Assumptions

Beliefs that are based on incorrect reasoning or understanding, often leading to negative consequences or behaviors.

Conditions Of Worth

In humanistic psychology, these are external standards that one believes one must meet to earn respect and love from others.

Rational-Emotive Therapy

A form of cognitive-behavioral therapy that focuses on changing irrational beliefs and thought patterns that contribute to emotional or behavioral issues.