Seventy Percent of the Students in a Classroom Are Women

question 18

Multiple Choice

Seventy percent of the students in a classroom are women and 30 percent are men. One student is described as ambitious, athletic, and assertive. Why are most people likely to think this description refers to a male student?

• A) They are using the availability heuristic.
• B) They are using the representativeness heuristic.
• C) People seek only confirming information.
• D) People tend to make relative comparisons.

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Definitions:

Transactional Selling

A sales approach focused primarily on achieving quick sales transactions rather than building long-term customer relationships.

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.

New-Task Buying

The process of making a purchase decision for a product or service that a buyer has no previous experience with.

Formula Presentation

A structured and often script-based method of presenting information, where specific points are made in a predetermined order to achieve clarity and impact.