There Is _________ Empirical Support for Rogers' Facilitative Conditions as Necessary

question 34

Multiple Choice

There is _________ empirical support for Rogers' facilitative conditions as necessary and sufficient conditions of personality change.

• A)little
• B)moderate
• C)substantial
• D)overwhelming

Recognize the use and effects of creative and showmanship approaches in sales.

Understand the significance and application of direct questions in sales.

Recognize the effectiveness of various questioning tactics to create interest and gather information.

Comprehend the SPIN selling approach and its components.

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Definitions:

Conditioned Reinforcer

A stimulus that gains its reinforcing power through its association with a primary reinforcer; also known as a secondary reinforcer.

Primary Reinforcer

An innately reinforcing stimulus like food or drink, which does not require learning to become pleasurable or satisfying.

Negative Reinforcer

An aversive stimulus whose removal following a behavior increases the likelihood that the behavior will occur again in the future.

Positive Reinforcer

A prompt that, once introduced post-behavior, amplifies the chances of the behavior recurring.