In Order to Effectively Respond to Objections, Salespeople Must Be

question 62

True/False

In order to effectively respond to objections, salespeople must be good listeners.

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Definitions:

Salient Conditioned Stimulus

A stimulus that stands out and is easily noticeable making it more likely to be associated with an unconditioned stimulus in the process of learning.

Extinction

In psychology, the gradual decrease and eventual disappearance of a conditioned response when the conditioned stimulus is no longer paired with an unconditioned stimulus.

Rescorla-Wagner Model

A psychological theory describing how new learning can interfere with or enhance existing conditioned associations through a process of expectation.

Associative Strength

The strength of the linkage or association between two elements, such as between a stimulus and a response, in conditioning.