______________ Refers to the Flexible Application of Principles in the Theory

question 104

Short Answer

______________ refers to the flexible application of principles in the theory of administration (Fayol).

Understand the role of objection handling in the closing process.

Recognize the importance of maintaining a positive attitude and adaptability in sales.

Learn the importance of summarizing benefits and providing options during the close.

Understand different closing techniques in sales and their applicability.

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Definitions:

Primary Reinforcer

A stimulus that is naturally rewarding, such as food, water, or relief from pain.

Secondary Reinforcer

A stimulus that has become reinforcing through its association with a primary reinforcer, such as money being valued for its ability to purchase food or other basic needs.

Positive Reinforcer

A stimulus that, when presented after a behavior, increases the likelihood of that behavior occurring again.

Negative Reinforcer

A stimulus whose removal following a behavior increases the likelihood of that behavior being repeated in the future.