The Sales Force Performs a Number of Specific Tasks

question 19

Multiple Choice

The sales force performs a number of specific tasks. ________ is conducting market research and doing intelligence work.

• A) Information gathering
• B) Communicating
• C) Prospecting
• D) Servicing
• E) Targeting

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Definitions:

Primary Reinforcer

A stimulus that is inherently rewarding and fulfills a basic biological need or desire.

Secondary Reinforcer

A stimulus that gains its reinforcing power through its association with a primary reinforcer, such as praise, money, or tokens, which are not naturally rewarding.

Observational Learning

The process of learning by watching the actions of others and the consequences of those actions, also known as social learning.

Higher-order Conditioning

Higher-order conditioning is a process in behavioral psychology where a stimulus that was previously neutral becomes conditioned by being paired with an already conditioned stimulus.