After Her Sales Presentation, Whitney Asks Her Customers What Color

question 314

True/False

After her sales presentation, Whitney asks her customers what color they prefer and if they would like to pay by credit card. She hopes that these questions will help the sales process move beyond the customer's questions and objections. With limited time, Whitney is utilizing a trial close to help finalize the sale more quickly.

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Definitions:

Watson

Refers to John B. Watson, an American psychologist who established the psychological school of behaviorism, emphasizing the study of observable behavior.

Skinner

B.F. Skinner was a prominent psychologist and behaviorist known for developing the theory of operant conditioning, which describes how behaviors are influenced by their consequences.

Behaviorists

Psychologists who focus on observable behaviors, rather than internal mental processes, as the subject of their studies.

Personality

The unique set of emotional, thought, and behavioral patterns that define an individual's character and ways of interacting with the environment.