2.4.2—Selling the product

2.4.2 Selling the product.

• sales techniques focusing on customer-focused, competitor-focused, product-focused techniques including effect of each on buyer-seller relationship.
• interpersonal influence techniques; focusing on disrupt-then-reframe including the need for cognitive closure and factors affecting the need for cognitive closure, including a study, e.g. Kardes et al. (2007).
• Cialdini's six ways to close a sale.
• Relevant issues and debates and methodology for this topic include: application to everyday life, cultural differences, determinism versus free-will, idiographic versus nomothetic, field experiments.

This matters because —selling the product determines what can be inferred or chosen; begin with the stated conditions and keep the conclusion tied to the evidence.

Example: apply —selling the product to one small, clearly defined case, show the key step or comparison, and explain the result in words.

Boundary: —Selling the product is not a universal recommendation. Check the syllabus scope, assumptions, units and the limits of the evidence before generalising.