According to the Textbook, What Would Be the Primary Objective

question 74

Multiple Choice

According to the textbook, what would be the primary objective of a salesperson working to achieve high levels of market, customer, and competitor knowledge?

• A) to reduce the length of time spent preparing for sales calls
• B) to improve his or her ability to communicate with buyers on their level
• C) to determine his or her differential competitive advantage in the marketplace
• D) to provide high levels of service differentiation

---

Definitions:

Appetitive

pertains to or arouses an organism's natural desire or appetite, typically referring to positive or pleasurable stimuli.

Terminal

Often used to describe the final stage of a disease where recovery is not expected, or the end point of an experiment or procedure.

Operant Conditioning

A method of learning that occurs through rewards and punishments for behavior, encouraging the subject to associate behaviors with consequences.

Skinner

B.F. Skinner, an influential American psychologist, known for his work in behaviorism and for developing the theory of operant conditioning.