Tip-Of-The-Tongue (TOT) Experiences

question 248

Multiple Choice

Tip-of-the-tongue (TOT) experiences:

• A)are not universal and occur in only a relatively few cultures.
• B)tend to be more common among older adults than younger adults.
• C)clearly illustrate the point that memory retrieval is an all-or-nothing process.
• D)are frustrating for most people who experience them because only about 10 percent of TOT experiences are resolved.

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Definitions:

Preapproach

A strategy in the sales process where preliminary research and planning are conducted before interacting with a potential customer.

Trial Close Stage

A stage in the sales process where the seller presents a proposition to gauge the buyer's interest or readiness to make a purchase, often before the final close.

Center of Influence

An individual or institution that can significantly affect perceptions and actions within a specific community or demographic through their authority or position.

Endless Chain

A sales technique where current customers are used to generate referrals for future sales opportunities.