Ramon Is Salesperson for a Technology Consulting Company and Is

question 33

Multiple Choice

Ramon is salesperson for a technology consulting company and is confronting an objection.Once the buyer has expressed/stated the objection, Ramon should:

• A) Continue listening
• B) Assess the objection
• C) Acknowledge the objection
• D) Respond to the objection
• E) Change the subject of the conversation

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Definitions:

Discriminative Stimuli

A specific stimulus in the presence of which a particular response is more likely to be reinforced, and in the absence of which a response is not reinforced.

Stimulus Generalization

The process by which a response is elicited by stimuli similar to the original stimulus associated with that response.

Higher-Order Conditioning

Higher-order conditioning is a process in classical conditioning by which a conditioned stimulus comes to signal another stimulus that is already associated with an unconditioned stimulus, leading to the same conditioned response.

Shaping

A training approach where steps that increasingly resemble the targeted behavior are rewarded.