A Selling Format That Assumes That Given the Appropriate Prompts

question 203

Multiple Choice

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

• A) formula selling presentation.
• B) stimulus-response presentation.
• C) stimulus-satisfaction presentation.
• D) stimulus-selling presentation.
• E) persuasive sales presentation.

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Definitions:

Systematically Desensitizing

A therapeutic technique used to reduce fear or anxiety towards a particular object or situation by gradually exposing the subject to the object or situation in a controlled manner.

Test Anxiety

A psychological condition in which individuals experience extreme distress and anxiety in testing situations, potentially impairing their performance.

Token Economy

An operant conditioning procedure in which people earn a token of some sort for exhibiting a desired behavior and can later exchange the tokens for various privileges or treats.

Operant Conditioning

A learning process in which behaviors are influenced by consequences like rewards or punishments.