The Problem-Solving View of Personal Selling Is an Extension Of

question 41

Multiple Choice

The problem-solving view of personal selling is an extension of:

• A) Needs-satisfaction selling.
• B) Stimulus-response selling.
• C) Contingency selling.
• D) Mental-states selling.
• E) Problem-solution selling.

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Definitions:

Five-Star Restaurant

An upscale restaurant that has been awarded the highest rating for quality and service by recognized guides or publications.

Tolman

An American psychologist known for his work on latent learning and cognitive maps in the early to mid-20th century.

Behavior-Reinforcer Belief

The idea that a specific behavior can be made more frequent by following it with a reinforcing (positive or negative) stimulus.

Rewards

Positive reinforcements or incentives provided to encourage a particular behavior or action.