During the ________ Phase of the Need-Satisfaction Sales Presentation, the Conversation

question 94

Multiple Choice

During the ________ phase of the need-satisfaction sales presentation, the conversation is limited to a discussion of the buyer's needs.

• A) need-feedback
• B) need-disclosure
• C) need-development
• D) need-fulfillment
• E) need-awareness

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Definitions:

CS

stands for Conditioned Stimulus, an originally neutral stimulus that, after association with an unconditioned stimulus, comes to trigger a conditioned response.

Higher-Order Conditioning

The phenomenon that a stimulus (CS2) can elicit a conditioned response (CR) even without being paired with the unconditioned stimulus (UCS) if the CS2 is paired with a conditioned stimulus (CS1).

Counterconditioning

The elimination of a conditioned response when the conditioned stimulus is paired with an opponent or antagonistic unconditioned stimulus