Which of the Following Steps of the Traditional Sales Process

question 4

Multiple Choice

Which of the following steps of the traditional sales process involves describing the needs of a prospect, attitudes about available products and brands, critical product attributes and benefits desired, and current vendors?

• A) Prospecting and qualifying
• B) Preapproach
• C) Presentation and demonstration
• D) Overcoming objections
• E) Closing

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Definitions:

Response

A reaction to a specific stimulus or set of stimuli, which can be observable behavior or internal processes.

Intermittent Reinforcement

A conditioning schedule where a response is reinforced only some of the time, leading to more resistant behaviour to extinction.

Extinction

In psychology, the gradual weakening and disappearance of a conditioned response when the conditioned stimulus is no longer presented.

Continuous Reinforcement

A learning schedule in which a behavior is reinforced each time it is exhibited.