When the Prospect Said,"I Know That Your Company Usually Ships

question 82

Multiple Choice

When the prospect said,"I know that your company usually ships in batches of six dozen cases,but I don't have room to store that much merchandise." The salesperson must first:

• A) try to negotiate with the customer to make a sale.
• B) determine if the prospect is setting a condition.
• C) smoke out the hidden and hopeless objections.
• D) use a dodge to create interest in the prospect.
• E) determine if the objection is major or minor.

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Definitions:

Negative Reinforcer

In behaviorism, an unpleasant stimulus that, when removed following a behavior, increases the likelihood of that behavior being repeated.

Primary Reinforcer

Something that is naturally rewarding because it fulfills a basic biological need or desire.

Continuous Reinforcement

A learning schedule in which every correct response is followed by a reward, facilitating rapid acquisition of a new behavior.

Ratio Reinforcement

A type of operant conditioning reinforcement schedule in which a response is reinforced only after a specified number of responses have occurred.