Seminars, Training Sessions, and Social Engagements Are Good Ways for a Salesperson

question 27

True/False

Seminars, training sessions, and social engagements are good ways for a salesperson to expand the collaborative involvement between his/her organization and customers.

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Definitions:

Instrumental Conditioning

The process through which an individual learns a behavior in response to a stimulus to obtain a reward or avoid a punishment.

Classical Conditioning

A learning process that occurs when two stimuli are repeatedly paired; a response that is at first elicited by the second stimulus is eventually elicited by the first stimulus alone.

Cognitive Dissonance

A state of psychological tension induced by dissonant relationships between cognitive elements.

Anticipated Reactions

Expectations about how others might respond to one's actions, which can influence decision-making processes.