Positive Reinforcement Should Necessarily Be in the Form of Material

question 49

True/False

Positive reinforcement should necessarily be in the form of material rewards to be effective.

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Definitions:

Prospect's Response

The reactions or replies given by a potential customer during a sales interaction, which can range from interest to objection.

SPIN Approach

A sales technique based on four types of questions—Situation, Problem, Implication, Need-payoff—aimed at guiding a potential customer through the decision-making process.

Need-Satisfaction

The process of meeting or fulfilling a requirement or desire of a customer through products or services.

Situation Question

A question that seeks to uncover specific circumstances or context about a problem or scenario.