Which of the Following Does NOT Hold True of the Minor-Points

question 146

Multiple Choice

Which of the following does NOT hold true of the minor-points close?

• A) It is similar to the alternative-choice close.
• B) It is used when the prospect is not in a mood to buy.
• C) It involves the buyer being given a choice between two different products.
• D) It is effective as a second close.
• E) It is used widely when the prospect has difficulty in making a decision.

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Definitions:

Positive Reinforcement

A process in psychology which increases the likelihood of a behavior by following it with a desirable outcome or reward.

Flooding

A therapeutic technique used in psychology to treat phobias and anxiety disorders by exposing the patient to their fear object in a controlled environment.

Habituation

The psychological process by which an individual becomes accustomed to a stimulus and consequently decreases their response to it over time.

Shaping

A method used in behavioral psychology to gradually train a new behavior by reinforcing successive approximations of the target behavior.