Prior to Making the Approach to a Potential Customer, the Salesperson

question 9

Multiple Choice

Prior to making the approach to a potential customer, the salesperson should:

• A) outline objections and effective responses.
• B) break down product features and benefits by category.
• C) understand the way in which the industry operates.
• D) collect and analyze information about the potential customer.

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Definitions:

Unconditioned Stimulus

In classical conditioning, a stimulus that naturally and automatically triggers a response without any learning needed.

Conditioned Stimulus

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

Innate Response

Natural or instinctive reactions that organisms are born with, not learned through experience.

Unconditioned Response

An automatic, natural reaction to a stimulus that occurs without any prior learning or conditioning.