"If a Response in a Particular Situation Is Followed by a Pleasant

question 148

Multiple Choice

"If a response in a particular situation is followed by a pleasant consequence, the connection between the response and situation will be strengthened" is a statement of the:

• A)principle of classical conditioning
• B)law of effect
• C)principle of second-order conditioning
• D)law of habituation

Understand how to effectively compare and contrast situations or products using analogies and metaphors.

Understand and explain the formula, canned, and problem-solution sales presentation methods and their effectiveness.

Identify the key factors a salesperson should consider when choosing a presentation method and approach technique.

Recognize the importance of preparation in strong negotiation.

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Definitions:

Beta Waves

Fast brain wave activity associated with alertness, concentration, and cognitive processes in the waking state.

Bodily Movement

Physical activities produced by the skeletal muscles that result in energy expenditure, often referred to in the context of physical exercise and health.

Slow-Wave Sleep

A deep phase of sleep characterized by slow brain waves, associated with physical and mental restoration.

Night's Sleep

The period of natural rest experienced during the night when the body and mind undergo recovery and rejuvenation.