In Signal Detection Terms, Reporting That a Stimulus Is Present

question 23

True/False

In signal detection terms, reporting that a stimulus is present, when in fact the stimulus was not present, is known as a "false alarm."

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Definitions:

Advantages

In the FAB sales approach, general statements about what the features do; they may or may not be connected to an expressed or actual customer need.

Expressed Need

A requirement or desire that has been clearly stated or communicated by individuals or groups.

Actual Need

The genuine requirement or necessity for a product or service based on a customer's specific situation or problem.

Key-Account Sellers

Sales representatives who focus on establishing and maintaining partnership relationships with a small set of three to five named accounts.