Entering a Buyer's Intimate Space Before the Prospect Is Ready

question 63

True/False

Entering a buyer's intimate space before the prospect is ready is endearing to the buyer and helps the salesperson close the sale.

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Definitions:

Attribution Theory

A concept in psychology that explains how individuals pinpoint the causes of their own and others' behaviors.

Appraisal Theory

A theory in psychology that explains how individuals evaluate the significance of events or situations, leading to specific emotional reactions.

Transactional Model

A communication theory that emphasizes the reciprocal nature of the communication process, where each participant alternates roles as sender and receiver.

Yerkes-Dodson Law

A theory suggesting there is an optimal level of arousal for the best performance of a task; too little or too much arousal can negatively impact performance.