Salespeople Need Not Increase Sales in Old Accounts If They

question 53

True/False

Salespeople need not increase sales in old accounts if they are generating a sufficient number of new customers.

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Definitions:

Cognitive Dissonance

A psychological discomfort experienced when holding two or more conflicting cognitions (ideas, beliefs, values, or emotional reactions).

Collective Unconscious

A concept in Jungian psychology referring to the part of the unconscious mind shared among beings of the same species, housing archetypes.

Operant Conditioning

A method of learning that occurs through rewards and punishments for behavior, thereby influencing the likelihood of that behavior being repeated.

Shaping

Shaping is a method of behavior modification that uses reinforcement strategies to guide a subject towards a desired behavior gradually.