In the Personal Selling Process, a Prospect Is a Potential

question 20

True/False

In the personal selling process, a prospect is a potential customer.

---

Definitions:

Empiricism

The philosophical perspective that knowledge comes primarily from sensory experience and observation.

Operant Conditioning

Skinner’s term for the process of learning in which an organism’s behavior is shaped by the effect of the behavior on the environment.

Respondent Conditioning

Skinner’s term for classical conditioning.

Habituation

The process of becoming accustomed to a stimulus or environment, resulting in a decreased response over time.