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In sales the '''assumptive close''' is used to motivate the actor to pursue opportunities and ignore negative messages which are unfounded. It is a cognitive correcting device of getting the actor to neutralize assumptions which are negative. In this sense the assumptive close is not realy an assumption in the strictest cognitive sense. It is only associated with assumptions as a principle whick helps to aliviate existing assumptions which are incorrect. |
In sales the '''assumptive close''' is used to motivate the actor to pursue opportunities and ignore negative messages which are unfounded. It is a cognitive correcting device of getting the actor to neutralize assumptions which are negative. In this sense the assumptive close is not realy an assumption in the strictest cognitive sense. It is only associated with assumptions as a principle whick helps to aliviate existing assumptions which are incorrect. |
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Latest revision as of 23:18, 1 April 2010
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Industrial & Organisational : Introduction : Personnel : Organizational psychology : Occupations: Work environment: Index : Outline
In sales the assumptive close is used to motivate the actor to pursue opportunities and ignore negative messages which are unfounded. It is a cognitive correcting device of getting the actor to neutralize assumptions which are negative. In this sense the assumptive close is not realy an assumption in the strictest cognitive sense. It is only associated with assumptions as a principle whick helps to aliviate existing assumptions which are incorrect.