Even Though the Prospect Had Not Yet Agreed to Buy,the

question 100

Multiple Choice

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

• A) Assumptive
• B) Standing-room-only
• C) Alternative-choice
• D) Summary
• E) Continuous-agreement

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Definitions:

Scripts

Event schemas that specify who participates in an event, what social roles they play, what objects they are to use during the event, and the sequence of actions that make up the event.

Gender Information

Information that relates to the characteristics, roles, and social expectations associated with being male or female in a society.

Gender-Typed Behavior

Behaviors that are typically associated with a given gender within a specific cultural context, reflecting societal norms and expectations.

Social-Learning View

A perspective emphasizing that people learn behaviors, norms, and values by observing and imitating others.