Jane Is Surprised to Learn That Her Income for Most

question 138

Multiple Choice

Jane is surprised to learn that her income for most of her career was quite low, because when she thinks back she remembers making more money than she actually did. Jane's memory distortion is best considered to be an example of:

• A) the positivity effect
• B) the negativity effect
• C) state-dependent memory
• D) episodic drift

---

Definitions:

Adaptive Selling

A sales strategy where the salesperson adjusts their sales approach based on the behavior, wants, and needs of the customer.

Dale Carnegie Institute

An educational organization that offers training in communication, leadership, sales, and self-improvement based on the principles of its founder, Dale Carnegie.

Competitive Advantage

The superior position a product enjoys over competing products if consumers believe it has more value than other products in its category.

Trial Close

A sales technique where a salesperson tests the readiness of a prospect to make a purchase decision, often through indirect questions or suggestions.