A Salesperson Who Is Contacting Possible Buyers by Mail or Phone

question 70

Multiple Choice

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

• A) preapproach
• B) prospecting
• C) qualifying
• D) following up
• E) objection handling

---

Definitions:

Reinforcement

In behavioral psychology, a stimulus or event that follows a behavior and increases the likelihood of the behavior's recurrence.

Punishment

A consequence applied to decrease or eliminate an undesired behavior; often used in the context of behavior modification techniques.

Operant Conditioning

A method of learning that utilizes rewards and punishments for behavior, aiming to increase the likelihood of desirable responses and decrease the likelihood of undesired ones.

Pay Schedules

The system or plan by which an organization determines when employees will receive their wages or salaries.