When Attempting to Schedule an Appointment with a Prospect, the Salesperson

question 50

True/False

When attempting to schedule an appointment with a prospect, the salesperson should suggest a date and time.

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Definitions:

Negative Reinforcement

A behavioral principle where the removal of an unpleasant stimulus following a desired behavior increases the likelihood of that behavior being repeated.

Positive Reinforcement

The addition of a rewarding stimulus following a behavior, intended to increase the likelihood of that behavior reoccurring.

Behaviorism

A branch of psychology that focuses on (relatively) simple explanations for outward behavior and is unconcerned with the inner workings of the mind.

Social Learning Theory

Social learning theory proposes that new behaviors can be acquired by observing and imitating others, highlighting the importance of social influences on learning.