The Future Attitudes of Most Prospects Are Affected by the First

question 20

Multiple Choice

The future attitudes of most prospects are affected by the first impression they form of a salesperson.Therefore,salespeople

• A)should carefully prepare their approach to potential customers.
• B)should use the same sales pitch to all customers.
• C)must be selective in identifying prospects.
• D)must be tactful when they respond to objections.

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Definitions:

Variable Ratio Schedule

A reinforcement schedule used in conditioning where a response is reinforced after an unpredictable number of responses, leading to high and steady response rates.

Fixed Ratio Schedule

A type of reinforcement schedule in behavioral psychology where a response is reinforced only after a specified number of responses.

Variable Interval Schedule

A reward system where a response is given a reward after a random duration of time.

Fixed Interval Schedule

A schedule of reinforcement where rewards are given after a set period of time passes, regardless of the number of responses.