From a Communications Model Perspective, the Salesperson in a Sales

question 127

Multiple Choice

From a communications model perspective, the salesperson in a sales call is the:

• A)source
• B)communication agent
• C)presenter
• D)recorder
• E)decoder

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Definitions:

Shaping

The process of reinforcing successive approximations to a desired behavior.

Operant Conditioning

A learning strategy in which the level of a specific behavior is adjusted using incentivization or penal measures.

Reinforcement

In behavioral psychology, it is a consequence that strengthens an organism's future behavior whenever that behavior is preceded by a specific antecedent stimulus.

Secondary Reinforcer

A stimulus that has acquired reinforcing properties through association with a primary reinforcer, such as money being valued due to its ability to purchase food.