There Are a Number of Factors That Will Increase the Odds

question 44

Essay

There are a number of factors that will increase the odds that you will close the sale. List the guidelines for closing the sale that have universal application.

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Definitions:

Conditioned Stimulus

A previously neutral stimulus that, after becoming associated with an unconditioned stimulus, eventually comes to trigger a conditioned response.

Neutral Stimulus

A stimulus that initially produces no specific response other than focusing attention, until it becomes associated with an unconditioned stimulus through classical conditioning.

Classical Conditioning

A learning process that occurs through associations between an environmental stimulus and a naturally occurring stimulus.

Negative Reinforcement

Increasing behaviors by stopping or reducing negative stimuli. A negative reinforcer is any stimulus that, when removed after a response, strengthens the response. (Note: negative reinforcement is not punishment.)