Reference Groups, by Their Very Nature, Exert Only Positive Influences

question 21

True/False

Reference groups, by their very nature, exert only positive influences.

Comprehend the SPIN selling approach and its components.

Acknowledge the role of silence and active listening after posing a question in sales.

Understand first impressions and their impact in sales, including the concept of thin-slice judgments.

Identify appropriate and inappropriate topics for building rapport with prospects.

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Definitions:

Harry Potter

A fictional character and the main protagonist in a popular series of fantasy novels written by J.K. Rowling.

Observational Learning

The process of learning behaviors and skills by watching and imitating others.

Reciprocal Determinism

A theory proposed by Albert Bandura that suggests individual behavior, the environment, and cognition are interconnected and influence each other.

Operant Conditioning

A method of learning that occurs through rewards and punishments for behavior.