A Practical Use of Aversive Conditioning by John Garcia Was

question 151

Multiple Choice

A practical use of aversive conditioning by John Garcia was to

• A) cause to people to look forward to receiving chemotherapy.
• B) dissuade wild coyotes from attacking sheep.
• C) make Little Albert cry at the sight of a white rat.
• D) alter people's eating preferences for lamb.
• E) teach children to eat their green vegetables..

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Definitions:

Marketing Plan

A strategic blueprint that outlines a company's overall marketing efforts, including objectives, market analysis, strategies, and tactics.

Trial Close

A sales technique involving asking a potential customer a question that assumes the sale is going to be made, in order to gauge their readiness to buy.

FAB

An acronym for Features, Advantages, and Benefits, a sales and marketing strategy focusing on the product's aspects and their value to the customer.

SELL Sequence

A structured approach in sales that typically includes steps such as Show features, Explain advantages, Lead into benefits, and Let the customer talk.