Juan Alcobar Is Junior Sales Representative for a Large Equipment

question 63

Multiple Choice

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-Juan and Sarah make a second call on the client to present the proposal. After thanking the prospect for agreeing to a meeting,Sarah says,"I would like to accomplish three goals during the time you've given us today."Which approach is Sarah most likely using?

• A)customer benefit
• B)referral
• C)premium
• D)agenda
• E)survey

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Definitions:

Conditioned Stimulus

A previously neutral stimulus that, after being paired with an unconditioned stimulus, elicits a conditioned response.

Unconditioned Stimulus

An unconditioned stimulus is a stimulus that naturally and automatically triggers a response without prior conditioning in the realm of behavioral psychology.

Undesirable Behavior

Actions or conduct by an individual or group that are considered harmful or inappropriate within a specific context or society.

Reinforcement

A principle in behavioral psychology where the probability of a behavior is increased through rewards or decreased through punishment.