In Which Stage of the Sales Process Do Most Experienced

question 36

Multiple Choice

In which stage of the sales process do most experienced salespersons close the deal?

• A)immediately after the presentation
• B)after benefits
• C)during the pre-approach
• D)directly after the pre-approach
• E)after demonstration

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Definitions:

CS Without US

This refers to a condition where a conditioned stimulus (CS) is presented without pairing with an unconditioned stimulus (US), generally leading to extinction in classical conditioning.

Conditioning Process

A learning process in which an individual learns to associate a specific stimulus with a particular response.

Intermittent Pairing

A concept in behavioral psychology where two stimuli are occasionally paired together to produce a conditioned response.

Operant Conditioning

A method of education where the potency of an act is shaped by incentives or sanctions.