DuPont Assigned Chemists, Sales and Marketing Executives, and Regulatory Specialists

question 163

Multiple Choice

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

• A) partnership selling.
• B) missionary selling.
• C) team selling.
• D) order taking.
• E) formula selling.

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Definitions:

Discrimination Learning

A cognitive process where an organism learns to respond differently to various stimuli because they are associated with different outcomes.

Negative Reinforcement

A conditioning process where a negative (aversive) stimulus is removed after a particular behavior is exhibited, increasing the likelihood of that behavior occurring again.

Classical Conditioning

A learning process in which a neutral stimulus becomes associated with a meaningful stimulus and acquires the capacity to elicit a similar response.

Operant

A term related to operant conditioning, a method of learning that employs rewards and punishments for behavior.