If a Salesperson for a Security Company Were to Walk

question 66

Multiple Choice

If a salesperson for a security company were to walk into a prospect's office and say,"According to a recent FBI study,10 percent of your employees have stolen something tangible from your company," she would be using the _____ approach.

• A) curiosity
• B) testimonial
• C) shock
• D) proof statement
• E) scare-tactic

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Definitions:

Working Memory

A mental system with restricted capability tasked with holding information briefly for the purposes of processing and altering it.

Iconic Memory

A type of visual sensory memory that holds a brief photographic image of a scene that has just been perceived, lasting for a very short period of time.

Automatically Processed

Information or tasks that are performed with little or no conscious effort, often due to repetition or familiarity.

Identification

The psychological process in which an individual assimilates an aspect, property, or attribute of another and is transformed, wholly or partially, by the model the other provides.