Michael LeBoeuf,author of How to Win Customers and Keep Them

question 9

Multiple Choice

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

• A)during the first trial close
• B)on the fourth or fifth closing attempt
• C)during the approach stage of the sales process
• D)after the salesperson asks for the order twice
• E)after the salesperson gives up the sale as lost

---

Definitions:

Secondary Reinforcers

Stimuli that have no inherent value but become reinforcing through their association with primary reinforcers.

Operant Conditioning

An educational method where the intensity of a behavior is altered through reward or penalty.

Law Of Effect

Thorndike’s principle that behaviors followed by favorable consequences become more likely.

Biological Predispositions

Innate tendencies or genetic influences that predispose individuals to certain behaviors, diseases, or psychological disorders.