The Unknown Pane in the Johari Window Contains All of the Experiences

question 60

Multiple Choice

The unknown pane in the Johari Window contains all of the experiences, feelings, fantasies, and possibilities that people:

• A)divulge.
• B)repress.
• C)express.
• D)cherish.

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Definitions:

Modified T-Account Close

A closing technique where the salesperson lists the pros and cons of purchasing a product in a T-account format to help the prospect make a decision.

T-Account

A T-account is a visual representation of a ledger account that depicts a business transaction's effect on a company's accounts.

Continuous-Yes Close

A sales technique that involves asking a series of questions designed to get the customer to keep saying yes, building towards agreement on the final sale.

Price

The value or worth of a product.