A Characteristic That Is Important for a Salesperson Engaged in New

question 67

Multiple Choice

A characteristic that is important for a salesperson engaged in new business selling is:

• A) The ability to set up long-term relationships with customers
• B) Persistence
• C) Youthful energy and stamina
• D) Customer empathy
• E) High-ego involvement in selling

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Definitions:

Aversive US

An unpleasant or harmful unconditioned stimulus used in classical conditioning to produce a negative response.

Appetitive CS

A conditioned stimulus that predicts the arrival of a desirable outcome, often used in research to study how anticipatory behaviors are learned.

Unconditioned Stimulus

A stimulus that innately and spontaneously evokes a reaction without any previous conditioning.

Neutral Stimulus

A stimulus that initially produces no specific response other than focusing attention.