When Qualifying Sales Prospects, Jason Places Each Lead in One

question 104

Multiple Choice

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst. Using this method of categorization, the appropriate strategy for "B" leads would be:

• A)do nothing currently, but monitor the lead for possible future changes.
• B)contact the lead using telemarketers.
• C)have one of the firm's salespeople make a sales call to them.
• D)send the lead marketing materials and encourage them to make inquiries if they are interested.

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Definitions:

Occasion-setting Stimulus

A stimulus that indicates whether a particular behavior will be reinforced or not, acting as a signal or cue for the appropriate response.

Food Preference

The selection of certain foods over others, often influenced by cultural, biological, and individual factors.

Discrimination Learning

The ability to differentiate between two or more stimuli, learning to respond to one stimulus but not the others.

Hull-Spence Model

A theory of learning that combines the drive-reduction theory of Clark Hull with the incentive theory of Kenneth Spence, focusing on how reinforcement and drive interact in producing learning behaviors.