Luisa Has Been in Sales About Three Years

question 46

Multiple Choice

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:

• A) focused selling
• B) a unprofessional approach with her customers
• C) adaptive selling
• D) no prior planning
• E) flexible selling

Examine the role of gender as a social construct and its developmental influences.

Analyze the relationship between cultural beliefs (axioms) and societal behaviors.

Understand psychological theories relating to prejudice, stereotype reduction, and intergroup relations.

Recognize the significance of core characteristics including cultural and demographic features in shaping life experiences.

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Definitions:

Desensitization

The diminished emotional responsiveness to a negative, aversive, or positive stimulus after repeated exposure to it.

Modeling

A method of learning that involves observing and replicating others' behaviors, attitudes, or emotional expressions.

Classical Conditioning

A learning process that occurs when two stimuli are repeatedly paired; a response that is at first elicited by the second stimulus is eventually elicited by the first stimulus alone.

Operant Conditioning

An educational method where the intensity of an action is altered by rewards or penalties.