There Are Six Common Mistakes That Prevent a Salesperson from Making

question 60

Multiple Choice

There are six common mistakes that prevent a salesperson from making a successful sales call.Which of the following is NOT one of those mistakes?

• A) Asking too many questions; making the prospect do too much talking.
• B) Over controlling the call; asking too many closed-end questions.
• C) Not responding to customer needs with benefits.
• D) Not recognizing needs; giving benefits prematurely.
• E) Making weak closing statements; not recognizing when or how to close.

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Definitions:

Reinforcement Schedule

A pattern that determines how often a desired behavior is reinforced in operant conditioning, influencing how quickly and robustly that behavior is learned.

Negative Reinforcement

A behavioral principle where the removal of an unfavorable outcome or stimulus strengthens a desired behavior.

Operant Conditioning

A learning method that uses rewards and punishments to shape behavior.

Unpleasant Consequence

A negative outcome or result that follows a specific action or condition.