For His Eastern History Class, Hamilton Had to Memorize a Lengthy

question 84

Multiple Choice

For his Eastern history class, Hamilton had to memorize a lengthy list of Chinese emperors. To do so, he imagined each of them sitting in a chair in a different room of his family home. Hamilton was using a technique called:

• A)the peg-word method.
• B)the method of loci.
• C)the misinformation effect.
• D)imagination inflation.

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Definitions:

Standing-Room-Only Close

A close whereby a salesperson suggests that if a prospect does not act now he or she may not be able to buy in the future, thus motivating the prospect to act immediately.

Summary of Benefits Close

A sales strategy where the salesperson summarizes the key benefits of the product or service, emphasizing its value to encourage purchase.

Question Close

A type of close wherein the salesperson asks questions to generate a decision point.

Assumptive Close

A type of close that assumes the prospect will buy.