All of the Following Regarding the Mental States Approach to Personal

question 38

Multiple Choice

All of the following regarding the mental states approach to personal selling are TRUE except

• A) It is largely a one-way presentation with the salesperson doing most of the talking.
• B) It requires that salespeople listen carefully to the customer to determine what stage they are in.
• C) Tailoring of the presentation is based on mental states rather than customer needs.
• D) It is customer oriented.
• E) It may be difficult to determine in which stage a customer resides.

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Definitions:

Extinction

In psychology, the gradual weakening and disappearance of a conditioned response when the conditioned stimulus is no longer paired with the unconditioned stimulus.

Discrimination

The unjust or prejudicial treatment of different categories of people, especially on the grounds of race, age, sex, or disability.

Adaptive Value

The extent to which a trait or behavior increases the odds of survival and reproduction for an organism in its environment.

Classical Conditioning

The educational process of repeatedly combining two stimuli; a reaction that initially occurs in response to the second stimulus eventually happens in response to the first stimulus alone.