The Sales Process Refers to a Sequential Series of Actions

question 33

True/False

The sales process refers to a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

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Definitions:

Behaviorism

A scientific approach to understanding human and animal behavior, focusing on observable and measurable behaviors rather than mental processes.

Reinforcement

In behavior psychology, a stimulus which increases the likelihood of a preceding behavior to occur again.

Behaviorists

Psychologists who focus on observable behaviors and the ways in which behaviors are learned, dismissing thoughts and emotions as causes for behavior.

Thorndike

An influential psychologist known for his work on learning theory and the law of effect, which states that actions followed by positive outcomes are more likely to be repeated.