Which of the Following Characterizes an Organized Sales Dialogue

question 2

Multiple Choice

Which of the following characterizes an organized sales dialogue?

• A) a high level of customer involvement
• B) a written sales proposal if needed
• C) a plan of attack based on improvisation
• D) a canned sales presentation

Recognize the importance of atmospherics in creating a desirable retail space.

Understand the concept of biological preparedness in forming stimulus-response associations.

Grasp B.F. Skinner’s perspective on behavior being determined by environmental consequences.

Identify key experiments and findings in classical conditioning, including Watson and Rayner's "Little Albert" study.

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Definitions:

Conditioned Stimulus

A stimulus which initially doesn't elicit a response but, when associated with an unconditioned stimulus, later results in a conditioned response.

Stimulus Generalization

The process in which a response to a specific stimulus becomes associated with other stimuli that are similar, leading to the same response.

Conditioned Stimulus

A stimulus that initially has no effect but becomes able to provoke a specific response through association with an unconditioned stimulus.

Extinction

In psychology, the process through which a conditioned response decreases or disappears as a consequence of repeated exposure to the conditioned stimulus without the unconditioned stimulus.