According to the Introduction to Chapter 4, Simon Highlights That

question 80

Multiple Choice

According to the introduction to Chapter 4, Simon highlights that there is significant difference between highly successful salespeople and not so successful salespeople. What is this key difference?

• A) their ability to utilize active listening
• B) their ability to predict customer reactions
• C) their ability to close sales
• D) their ability to meet corporate objectives

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Definitions:

Observational Learning

The process of acquiring skills, knowledge, or behavior by observing and modeling others.

Systematic Desensitization

A behavior therapy technique used to reduce phobia or anxiety through controlled exposure to the fear stimulus, paired with relaxation techniques.

Exposure Therapy

A psychological treatment designed to help individuals confront their fears by gradual and repeated exposure to the feared object or context without any danger.

Cingulotomy

A neurosurgical procedure that targets the cingulate gyrus to treat obsessive-compulsive disorder and other severe psychiatric conditions.