When Salespeople Alter Their Sales Messages and Behaviors During a Sales

question 37

True/False

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

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Definitions:

Goslings

Young geese, especially newly hatched or very young ones.

Imprinting

A rapid learning process that occurs in some animals shortly after birth, leading them to recognize a particular individual or object as something to be followed or avoided.

Critical Period

A specific time during development when the presence or absence of certain experiences has a profound impact on the formation of abilities or characteristics.

Social Cognitive Theory

A theory that posits that learning occurs in a social context with a dynamic and reciprocal interaction of the person, environment, and behavior.