When Talking to a Prospect,a Salesperson Says,"I'm Not Sure If

question 12

Multiple Choice

When talking to a prospect,a salesperson says,"I'm not sure if we have any more of those tires to fit your car.Would you want them if we have some in stock?" The salesperson is using a(n) _____ close.

• A) probability
• B) assumptive
• C) minor-points
• D) standing-room-only
• E) balance-sheet

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Definitions:

Non-associative Learning

A form of learning in which an organism becomes more (or less) responsive to a repeated stimulus over time, without the need for association between different stimuli.

Cognitive Model

A framework used in cognitive psychology and cognitive therapy that describes how thoughts, feelings, and behaviors interact and influence mental health and behavior.

Classical Learning

Classical learning is a term often used to describe classical conditioning, a foundational concept in psychology where a neutral stimulus becomes associated with a meaningful stimulus, eliciting a conditioned response.

Stimulus Generalization

Learning that occurs when stimuli that are similar but not identical to the conditioned stimulus produce the conditioned response.