The Approach Step of the Selling Process Attempts to

question 38

Multiple Choice

The approach step of the selling process attempts to

• A) qualify potential customers who are willing and able to buy.
• B) build credibility and establish rapport.
• C) close the sale.
• D) learn about potential customers and their wants and needs.

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Definitions:

Operant Conditioning

A learning process through which the strength of a behavior is modified by reinforcement or punishment.

Reinforcement

In behavioral psychology, it refers to any stimulus that strengthens or increases the probability of a specific response or behavior.

Habituation

A decrease in behavioral response after lengthy or repeated exposure to a stimulus.

Conditioning

A process of behavior modification in which a response becomes more frequent or more predictable in a given environment due to reinforcement.