Which of the Following Statements Is NOT a Reason That

question 62

Multiple Choice

Which of the following statements is NOT a reason that explains why a salesperson should welcome prospect objections?

• A) Objections show the prospect is interested in the presentation.
• B) Objections help the salesperson know what stage in the buying cycle the prospect has reached.
• C) Most customer objections are raised at the closing stages of a sales presentation.
• D) Objections show the prospect wants to know about the salesperson's offer.
• E) Some customers raise objections because they want and need more information.

---

Definitions:

Antecedent

An event or condition that precedes and triggers a behavior or response, often studied in behaviorism to understand and modify behavior.

Aversive Control

A behavioral control technique involving the use of unpleasant stimuli to influence the occurrence of certain behaviors.

Positive Reinforcer

A stimulus that, when presented after a behavior, increases the likelihood of that behavior happening again.

Negative Reinforcer

A stimulus whose removal following a behavior increases the likelihood of that behavior being repeated in the future.