Before Approaching the Customer,a Salesperson Should Learn as Much as Possible

question 17

True/False

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.This process is called sales acculturation.

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Definitions:

Counterconditioning

A behavior therapy technique that involves teaching the client to replace a negative response to a stimulus with a positive response.

Behavioral Contrast

The phenomenon where the rate of response varies according to a change in reinforcement conditions for one of two or more behaviors.

Sensory Preconditioning

A learning process where two neutral stimuli are paired together before one of them is paired with an unconditioned stimulus, affecting response to the second stimulus.

Conditioned Stimulus

A previously neutral stimulus that, after being associated with an unconditioned stimulus, triggers a conditioned response.