Imagine That You Sell Display Units and Store Fixtures to Retailers.You

question 95

Essay

Imagine that you sell display units and store fixtures to retailers.You are getting ready to call on a toy store retailer,and you want to use the SPIN technique.Prepare one of each type of question that would be appropriate for you to use in this sales presentation.

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Definitions:

Classical Conditioning

A conditioning method in which a response originally produced by the second of two repeatedly paired stimuli comes to be evoked by the first stimulus.

Operant Conditioning

An instructional technique where behavior modification is achieved through the application of rewards or sanctions.

Primary Reinforcement

A type of reinforcement that involves using innate, biological needs such as food, water, and warmth as rewards.

Skinnerian Conditioning

A form of learning in which behavior is modified by its consequences; reinforcement or punishment modifies the likelihood of a behavior's recurring.