Which Approach Is Designed to Make the Prospect Think Seriously

question 128

Multiple Choice

Which approach is designed to make the prospect think seriously about a subject related to the salesperson's product and usually includes a surprising remark or statistic?

• A) Opinion approach
• B) Shock approach
• C) Multi-question approach
• D) Curiosity approach
• E) Customer benefit approach

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Definitions:

Spinal Cord

The cylindrical bundle of nerve fibers and associated tissue that is connected to the brain and lies within the vertebral canal.

Thecal Sac

The protective membrane surrounding the spinal cord and nerve roots.

Spinal Cord

The primary conduit for communication between the brain and the peripheral nervous system.

Dorsal Root Ganglion

Collection of sensory neuron cell bodies within the dorsal root of a spinal nerve; also called spinal ganglion.