____________ Is a Method in Which Salespeople Furnish the Stimuli

question 114

Multiple Choice

____________ is a method in which salespeople furnish the stimuli (words and actions) to produce the desired response (a customer purchase) .

• A) Stimulus response selling
• B) Mental states selling
• C) Need satisfaction selling
• D) Problem solving selling
• E) Continued acclamation

Understand the fundamental concepts and differences between cognitive, behavioral, and psychoanalytic theories.

Recognize the application and impact of cognitive and behavioral therapies in treating psychological disorders.

Identify various types of operant conditioning and their outcomes.

Analyze the role of modeling and observational learning in behavior acquisition.

---

Definitions:

Preferential Response

The tendency to select or favor one option or thing over others, often based on personal tastes or advantages.

Perceptual Abilities

The capacity to interpret and organize sensory information from the environment effectively.

Piagetian Theory

A theory of cognitive development proposed by Jean Piaget, outlining how children progress through distinct stages of intellectual growth.

Intellectual Development

The growth and change in cognitive abilities, including memory, problem-solving skills, decision-making, and the capacity to understand complex concepts, over a person’s lifetime.