A Salesperson Who Is Guided by the Idea, "I Try

question 259

Multiple Choice

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

• A) sales
• B) cognitive
• C) emotional
• D) customer
• E) compensatory

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Definitions:

Extinction

In behavioral psychology, the gradual weakening and disappearance of conditioned response when it is no longer reinforced.

Experimental Neurosis

A pattern of erratic or maladaptive behavior in animals caused by exposure to unpredictable and uncontrollable events, used as a model to study human neuroses.

Classical Conditioning

A learning process that occurs when two stimuli are repeatedly paired; a response that is at first elicited by the second stimulus is eventually elicited by the first stimulus alone.

Motivated Behavior

Actions driven by internal or external forces that direct organisms towards specific goals.