What Should the Consultative Salesperson Do When the Prospect Says,"Are

question 165

Multiple Choice

What should the consultative salesperson do when the prospect says,"Are you telling me that your packaging will protect my fragile products better than your competitor's can?"

• A) conduct an unplanned needs assessment
• B) handle the question as an objection
• C) immediately leave the prospect's office
• D) ask for referrals
• E) modify his or her sales proposal

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Definitions:

Negative Reinforcement

A behavioral principle where the removal of an unfavorable condition strengthens a behavior.

Secondary Reinforcer

A stimulus that has become reinforcing through its association with a primary reinforcer, often used in behavior modification and learning.

Primary Reinforcer

An innately reinforcing stimulus like food or drink, which does not require learning to become pleasurable.

Secondary Reinforcer

A stimulus that becomes reinforcing through its association with a primary reinforcer, not through its own inherent value.