Examlex
No exact formula has been devised to separate excuses from real objections.
Withdrawal
The discomfort and distress that follow discontinuing an addictive drug or behavior.
Reinforcement
In behavioral psychology, a consequence applied to an organism's environment that increases the likelihood of that organism repeating the associated behavior in the future.
Shaping Behavior
A method of positive reinforcement of behaviors that are successively closer to the desired behavior, used in behavior modification programs.
Positive Reinforcers
Stimuli that, when introduced following a behavior, increase the likelihood of that behavior being repeated in the future.
Q1: Harriet,a salesperson with GoodGrip Tires,has been given
Q1: Ramiro,the owner of a supermarket,decides to keep
Q10: Relational partnerships are created explicitly for the
Q20: Routing is a method of identifying accounts
Q41: It is better to have a prospect
Q49: The process of locating potential customers for
Q58: How can a salesperson obtain commitment without
Q64: Which of the following best exemplifies a
Q90: Which of the following statements about functional
Q97: What do a salesperson's conversion goals measure?