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In a Conditioned Emotional Response (CER) Study, a Tone Is

question 85

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In a conditioned emotional response (CER) study, a tone is paired with a foot shock for a rat. After several trials, the tone alone is a CS that can elicit fear emotional responses. Which of the following is true of the anatomy of this fear response?


Definitions:

Alternative-Choice Close

Gives the prospect a choice between two alternatives.

T-Account Close

A close that is based on the process that people use when they make a decision by weighing the pros against the cons.

Competitor's Product

A product that is offered by one company that serves as an alternative or rival to another company's product in the market.

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.

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