Qing Yuan Works in the Office of a Building Materials

question 65

Multiple Choice

Qing Yuan works in the office of a building materials company. One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions. Qing Yuan is involved in the ________ step of the selling process.

• A)generate leads
• B)preapproach
• C)closing the sale
• D)follow-up
• E)sales presentation

---

Definitions:

Secondary Reinforcement

A type of reinforcement that has acquired its reinforcing properties through association with primary reinforcers, such as money or praise.

Variable-Interval Schedule

A type of reinforcement schedule where reinforcements are provided at unpredictable time intervals, promoting steady response rates.

Postreinforcement Pause

A moment of no response or inactivity that occurs just after reinforcement in a fixed-interval schedule of reinforcement in operant conditioning.

Fixed Ratio Schedule

A reinforcement schedule in operant conditioning where a response is reinforced only after a specified number of responses, promoting a high and steady rate of responding.