After Asking a Trial Closing Question, You Should

question 97

Multiple Choice

After asking a trial closing question, you should

• A)take leave.
• B)be quiet.
• C)ask the closing question.
• D)address objections.

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Definitions:

Serial Position Effect

The cognitive bias that results in better recall of items at the beginning and end of a list than those in the middle.

Retroactive Interference

A cognitive phenomenon in which newer memories interfere with the recall of older memories.

Recency Effect

The psychological phenomenon where the most recently presented items or experiences are more likely to be remembered than those presented earlier.

State-dependent Memory

The occurrence where data acquired while in a specific emotional condition (for example, joy or sorrow) is more readily remembered when one is again in that emotional state.