Which Personal Selling Task Is Used to Persuade a Customer

question 69

Multiple Choice

Which personal selling task is used to persuade a customer to buy a product when the benefits of the product are not readily apparent?

• A) Order processing
• B) Creative selling
• C) Missionary selling
• D) Prospecting
• E) Industrial sales

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Definitions:

Operant Conditioning

A learning process in which the strength of a behavior is modified by reinforcement or punishment.

Ivan Pavlov

A Russian physiologist known for his work in classical conditioning, particularly his experiments with dogs, demonstrating that behavior can be conditioned.

Classical Conditioning

Classical conditioning is a learning process that occurs when two stimuli are repeatedly paired together; an initially neutral stimulus eventually elicits a response that was initially elicited by another stimulus.

Contrived Extrinsic Rewards

Artificial incentives given to motivate behavior, such as bonuses or points, that do not naturally relate to the task being performed.