Which of the Following Has Not Been Offered as an Explanation

question 183

Multiple Choice

Which of the following has not been offered as an explanation for why the door in the face strategy is so effective?

• A) perceptual contrast effect
• B) reciprocal concessions
• C) self-presentation explanation
• D) commitment

Identify the different closing techniques used in sales.

Understand the key elements and effectiveness of assumptive closes.

Differentiate between alternative-choice and minor-points closes.

Recognize appropriate situations for implementing the direct close method.

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Definitions:

Excessive

Amounts or actions that go beyond what is normal, reasonable, or necessary.

Specific Phobia

An intense, irrational fear of or aversion to a particular object, situation, or activity that is not harmful under normal circumstances.

Dutch

Refers to anything related to the Netherlands, its people, language, or culture.

Phobia

An anxiety disorder marked by a persistent, irrational fear and avoidance of a specific object, activity, or situation.