Which Technique Uses Reinforcement to Change Behavior

question 2

Multiple Choice

Which technique uses reinforcement to change behavior?

• A) classical conditioning
• B) aversive conditioning
• C) desensitization
• D) operant conditioning

---

Definitions:

Exit Technique

A technique used by professional salespeople to keep the door open for future interactions with the prospect, in the event of not being granted the sale.

Closing Sales

The process of concluding a sales transaction where the customer agrees to purchase the product or service.

Buying Signal

A buying signal is an indication, either verbal or non-verbal, from a prospect showing interest in proceeding with a purchase.

Orphan Prospect

A potential customer or client that has not been regularly followed-up with or is no longer under the care of a specific salesperson, often due to changes in staff or oversight.