Initially, If a Salesperson Fails to Earn the Buyer's Commitment

question 6

Multiple Choice

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

• A) Attempt once again to gain the buyer's commitment (i.e., make a sale)
• B) Thank the buyer for their time
• C) Attempt to get another appointment with the buyer
• D) Probe to try to find out why the buyer is resistant
• E) None of the above

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Definitions:

Behavior Modification

The use of empirically demonstrated behavior change techniques to improve behaviors and replace undesirable behaviors with more desirable ones.

Desirable Behaviors

Desirable behaviors are actions considered favorable or appropriate within a certain context or society, often encouraged and reinforced through social norms and by rewards.

Applied Behavior Analysis

A therapy based on the science of learning and behavior, which uses behavioral principles to improve significant behaviors and skills and to remove or reduce harmful behaviors.

Behavior Modification

The application of proven behavior modification methods to enhance behavior patterns and substitute negative behaviors with more positive ones.