In Which of the Following Stages of Personal Selling Does

question 120

Multiple Choice

In which of the following stages of personal selling does a salesperson tell the product story to the buyer?

• A) preapproach
• B) prospecting
• C) presentation
• D) closing
• E) objection handling

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Definitions:

Differential Reinforcement

A behavior modification technique that reinforces desired behaviors while withholding reinforcement for undesired behaviors.

Differential Reinforcement

The process of reinforcing specific behaviors while not reinforcing other behaviors, used to increase desired behaviors and decrease undesired ones.

DRL

Differential Reinforcement of Low Rates, a behavior modification technique used to encourage low rates of behaviors by providing reinforcement only if the behavior occurs at or below a prescribed rate.

DRO

Differential Reinforcement of Other behavior; a strategy where reinforcement is provided for any behavior that is not the undesired target behavior.