We are more likely to use automatic responding when
(a) the issue is important to us.
(b) we have lots of time to make a decision.
(c) we are highly emotionally aroused.
(d) all of the above.
Question 2
If you were a clerk in a fashionable men's clothing store and a man came in to purchase a suit and a sweater, which should you sell him first to get him to spend the most total money, according to the contrast principle?
(a) Sell him the suit first.
(b) Sell him the sweater first.
(c) It doesn't matter which one is shown first.
(d) Sell him a belt first, then the sweater, then the suit.
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Step 8 is very important. Be sure that the customer’s concern has been corrected.