You Are a Sales Representative for an E-Book Supplier and You

question 85

Multiple Choice

You are a sales representative for an e-book supplier and you call on John Radcliffe, the procurement manager for a local university.After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e-books.Which of the following best characterizes John's "mental process?"

• A)John believes your e-books will fill his specific needs.
• B)a sale is made
• C)You have achieved the interest stage of John's mental process.
• D)John has a boiling desire for your product.
• E)John understands why he should buy from you.

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Definitions:

Unconditioned Responses

Automatic, natural reactions to stimuli that occur without prior learning or conditioning, such as reflex actions.

Conditioned Responses

Learned responses to a particular stimulus, conditioned through association during the learning process.

Conditioned Stimuli

In classical conditioning, a previously neutral stimulus that, after becoming associated with the unconditioned stimulus, eventually triggers a conditioned response.

Cognitive Learning

A process involving mental operations that facilitate the acquisition and retention of knowledge, including thinking, understanding, and remembering.