The Role of Existing-Business Salespeople Is in Direct Contrast to _____

question 84

Multiple Choice

The role of existing-business salespeople is in direct contrast to _____.

• A) order-takers
• B) detailers
• C) farmers
• D) pioneers
• E) inside sales

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Definitions:

Gestalt Psychology

A psychological approach that emphasizes understanding the mind and behavior as a whole, rather than dissecting them into parts.

Skinner

B.F. Skinner, an American psychologist known for his work in developing the theory of operant conditioning, emphasizing the role of reinforcements in shaping behavior.

Reinforcement

A process in behavioral psychology where a behavior increases in frequency because it is followed by a rewarding stimulus.

Antecedent

Anything that occurs before a behavior that may trigger or cause a certain behavior to occur, often used in the analysis of behavior patterns.