If a Salesperson Does Not Know the Basics About a Prospect's

question 24

Multiple Choice

If a salesperson does not know the basics about a prospect's company,then the:

• A) prospect will not meet the salesperson at all.
• B) prospect's receptionist will prevent the salesperson from meeting the prospect.
• C) prospect may justifiably refuse to take the deal forward.
• D) salesperson may begin to experience a phenomenon called "analysis paralysis."
• E) salesperson should make "getting the deal" the formal objective of the first sales call.

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Definitions:

Negative Reinforcement

A behavioral principle where the removal of an unpleasant stimulus following a desired behavior increases the likelihood of that behavior being repeated.

Escape

The act of getting away from a place or situation, often used in the context of avoiding or coping with negative circumstances or feelings.

Unpleasant

Causing discomfort, unhappiness, or revulsion; not enjoyable or pleasant.

Operant Conditioning

A learning process through which the strength of a behavior is modified by reinforcement or punishment.