Excuses for NOT making a purchase commitment or decision are called: rationalizations constraints objections refusals Qualifications Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase. They are: assumptive, trial, and presumptive presumptive, trial, and final trial, assumptive, and urgency trial, final, and urgency assumptive, presumptive, and final The most preferred type of compensation plan for salespeople is a: straight salary compensation plan combination compensation plan straight sales compensation plan straight commission compensation plan sales function compensation plan ___ is defined as extraneous factors that can work against effective communication by distorting a message or the feedback received. A communication barrier A source of inconsistency Feedback Noise An encoding bottleneck Reminder advertisements are especially effective for products in which stage Product life cycle. Introduction maturity harvesting growth launch