A Prospect Says, "I Think the Price of Your Display

question 109

Multiple Choice

A prospect says, "I think the price of your display case is a little high." The salesperson replies, "Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

• A) Boomerang
• B) Rephrase
• C) Compensation
• D) Forestall
• E) Dodge

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Definitions:

A-not-B Error

A cognitive error observed in infants where they continue to reach for an object at a place where it was last found (A) rather than its new location (B).

Infant Memory

The capacity of infants to encode, store, and retrieve information experienced early in life.

Preferential Looking

A research methodology based on the observation that infants will look longer at more interesting or complex visual stimuli, used to assess vision and cognitive processing.

Accommodation

In cognitive development, the process by which an individual modifies existing cognitive schemas, perceptions, and understandings to make new information fit.