Imagine That a Management Consulting Firm Wants to Sell a Bank

question 86

Multiple Choice

Imagine that a management consulting firm wants to sell a bank a new system for finding checking account errors.The consulting firm's salesperson has learned about the customer during the qualification stage,and the salesperson should now do all of the following except

• A) find out how many checks the bank processes.
• B) determine the system the bank is currently using.
• C) figure out how to immediately close the sale.
• D) determine the benefits of the consultant's proposed system compared with the competition.
• E) conduct additional research and develop plans for meeting with the customer.

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Definitions:

Negative Reinforcement

is a behavioral psychology concept where the removal of an unfavorable outcome or stimulus strengthens a behavior.

Reinforcement Contingencies

The conditions or rules that determine whether responses lead to the presentation of reinforcers.

Intermittent Reinforcement

A conditioning schedule where rewards or punishments (reinforcers) are given out irregularly, which can lead to more resistant behaviors.

Delayed Reinforcement

A reinforcement that is not immediately presented after the desired behavior, which can sometimes reduce its effectiveness.