John Collins Has Been a Sales Rep for AdVance for 18

question 50

Multiple Choice

John Collins has been a sales rep for AdVance for 18 years. When he began his career with AdVance he followed the money and sold to any customer he could convince to buy. In the last five years,however,he has been focusing on acting with integrity in every selling situation. As a result,he has discovered that his initial close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers. What principle does this most likely demonstrate?

• A)Transactional sales are built on lower prices.
• B)Acting with integrity can be counterproductive to a salesperson.
• C)No amount of professional success is worth sacrificing integrity.
• D)A sales rep can have a long career even with low sales and few referrals.
• E)Honesty and sincerity build long-term partnering relationships with customers.

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Definitions:

Classical Conditioning

A behavioral conditioning process where the continual pairing of two stimuli results in the first stimulus eventually eliciting a reaction initially brought about by the second stimulus.

Fixed-interval

In operant conditioning, a schedule of reinforcement where the first response is rewarded only after a specified amount of time has elapsed.

Variable-ratio

A reinforcement schedule in operant conditioning where a response is reinforced after an unpredictable number of responses, enhancing the robustness of the behavior.

Variable-ratio

A schedule of reinforcement where a response is reinforced after an unpredictable number of responses, leading to a high and steady response rate.