Salespeople Using the _____ Approach Recognize Their Territories Contain Accounts

question 23

Multiple Choice

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

• A) account segmentation
• B) market diversification
• C) undifferentiated selling approach
• D) territorial development
• E) market penetration

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Definitions:

CS (Conditioned Stimulus)

An initially neutral stimulus that, after being associated with an unconditioned stimulus, eventually comes to trigger a conditioned response.

UCS (Unconditioned Stimulus)

An unconditioned stimulus is something that naturally and automatically triggers a response without any learning needed (e.g., food causing salivation in dogs).

Classical Conditioning

A conditioning process where two stimuli are systematically paired; the response, at first provoked by the second stimulus, is gradually elicited by the first stimulus alone.

Conditioned Stimulus

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