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Stichworte: salesperson alters sales behavior
Coercion is an appropriate response to a students consequential behavior true or false
This theory holds that behaviors are deviant only when society labels them as deviants
In this scenario, what is the unconditioned stimulus for the vervent monkey’s behavior?
Is a technique in which researchers record peoples everyday behavior without interference?
Which component of a classically conditioned behavior automatically elicits a reaction?
What is the correct order of adjustments that are made in the sales comparison approach?
Which of the following perspectives suggests that behavior is motivated by inner forces memories and conflicts that are generally beyond peoples awareness and control?
The approach stating that behavior is motivated by inner forces, memories, and conflicts
Asking someone if your interpretation of a behavior you witnessed is correct is known as
Focuses on the importance of unconscious motives and conflicts in determining human behavior
The marketing strategy to increase sales of current product in existing markets is referred to as
According to the dsm, when is deviant behavior viewed as indicative of a mental disorder?
Which type of psychologist believes that behavior is determined by reward and punishment?
______is the tendency to change one’s attitude or behavior to match a perceived social norm.
What is the term for the effect of situational factors and other people on an individuals behavior?
What is a disadvantage associated with a sales force consisting of expatriate salespeople?
Which perspective in psychology is most likely to focus on how behavior and thinking vary?
Which of the following laws states that behavior that is followed by positive consequences will likely be repeated?
Which of the following is not a factor that affects the nature of organizational behavior?
When someone directs his or her behavior toward individuals on the basis of their membership in a particular group they are quizlet?
A patterned response or behavior that an individual uses when approaching conflict is called a
Which of the following has been found to decrease unethical practices and increase positive work behavior?
Which of the following is not a moderating variable of the attitude-behavior relationship?
What are the three inventory accounts used to record manufacturing cost in what order are these accounts used?
In this objective of pricing the business wants to have the highest possible sales volume.
Which of the following exists within the social media policy and refers to the basic expectations for employee behavior in social communities?
Place the steps in the behavior modeling process in order, with the first step at the top.
Assertiveness is when leaders clearly state what is expected and enforce expectations by being rude.
The tendency of firms to extend sales ownership and manufacturing to new markets abroad is
Which behavior describes a child who is at the maintenance stage of learning the alphabet?
Is a learning procedure that involves reinforcing successive approximations to a desired behavior?
When an employees pay is calculated as a percentage of sales it is referred to as quizlet?
Which of the following states that transaction is not recorded in the books of accounts unless it is measurable in terms of money?
How does a discrepancy between the idea state and the actual state affect consumer behavior?
Of the following, which product/service category accounts for lowest percentage of online sales?
A characteristic pattern of behavior or tendency to act and feel in a certain way is called a
Is the study of the brain and the nervous system especially in terms of brain behavior relationships
Which cause of unethical behavior makes the individual overlook the behavior of another when it is in our best interest?
Based on wage-setting behavior, we know that a reduction in the unemployment rate will cause
In which step of the selling process does a salesperson learn as much as possible about a prospective customer?
Is the set of values, norms, attitudes, and other meaningful symbols that shape human behavior
When a buyer and seller have executed a sales contract the buyer acquires in interest in the land known as equitable title True False?
What is the number one rule of adjusting properties when using the sales comparison quizlet?
Why is the process by which prospective buyers consider the information presented by the salesperson referred to as a black box?
Different individuals have different reasons for wanting to buy therefore the salesperson must
Which of the following is good advice for the use of demonstrations as part of a sales presentation?
Which of the following approaches is not commonly used with need-satisfaction sales presentations?
The salesperson can adjust his or her style to meet the needs of others. this process is called
When a company determines that one of its sales staff has an addiction which affects his work the company should?
The highest compensation for salespeople generally goes to those focusing on transactional sales
Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?
What is the term for a plan in which a salesperson identifies his or her business and customers what the customers want and what is important to them?
Which term refers to an in person meeting between a salesperson and a buyer to discuss business?
What is the ethnographic technique that is most associated with firsthand observation of behavior?
What behavior change technique is a specific plan that drives behavior by identifying cues toward action?
Which term describes an adolescents belief that her or his own behavior is a primary focus of others intentions and concerns?
Which of the following is a term that relates to an adolescents belief that his or her own behavior is a primary focus of others attentions and concerns?
Which term describes a relatively permanent change in behavior or the potential to make a response that occurs as a result of experience?
In planning to make calls, the salesperson focuses on learning more about which component?
According to the findings from Reinartz and safferts research has a significant impact on sales
Strongly held and taken-for-granted beliefs that guide behavior in the organization are called
What emphasized the ways our unconscious mind and childhood experiences affect our behavior?
What is the tendency to attribute another persons behavior to his or her personal characteristics rather than to the situation the person is in?
Using practical events explain how a teacher can manage undesirable behaviours in a classroom
Which cause to explain the behavior of others is related to personal characteristics of others?
Which behavior is characteristic of the concrete operational stage of cognitive development?
Which of the following basic components is typically included in organizational behavior OB )?
Which behavior indicates to a nurse that a new mother is in the taking hold phase quizlet?
Which of the following factors is least likely to be considered in preparing a sales budget multiple choice?
Is the short term incentives used to encourage the purchase or sales of a product or a service?
Is the degree to which a developing structure or behavior is modifiable as a result of experience.
Which concept states that if a certain behavior is rewarded with praise the behavior will probably be repeated quizlet?
What theory also called the societal reaction approach attempts to explain why some people are viewed as deviants while others with similar behavior are not?
What are the key reasons for product cost differences between traditional costing systems and ABC systems?
What causes any differences between costs and profitability between traditional and ABC systems?
What are 6 questions that will help you monitor your own behavior with digital communication?
What factors must be considered in selecting the most appropriate Organisational arrangement for the sales force?
Which type of sales force specialization does not result in any duplication of sales effort to an account or area?
Which theory developed by the psychologist John B. Watson claims that human behavior is not?
What is the term that describes the scientific study of observable behavior and its explanation by principles of learning?
Which of the following is one of the criteria that distinguish abnormal behavior from normal behavior?
Which psychological perspective emphasizes the scientific study of observable behavior responses and their determinants?
Which psychological perspective examines the ways in which the social and cultural environments influence behavior?
Which of the following terms refers to changing behavior through rewards or punishments that are contingent on performance?
Are the two basic kinds of leader behaviors identified by the behavior model of leadership?
Which model of abnormality focuses on learning and thinking that underlies behavior quizlet?
What is it called when learning takes place by rewarding successive approximations of the desired behavior?
What are the restraints on behavior imposed by social obligations and relationships called?
Which activities belong in the sales department quizlet?
Is the scientific study of how a persons thoughts feelings and behavior are affected by the real imagined or implied presence of others?
Who believed that learned observable behavior is the only thing worthy of scientific research?
What branch of psychology studies behavior by examining physiological processes that occur in the brain?
Which of these early psychologists believed that psychology should study behavior not consciousness?
Which field of psychology evaluates people with problems then helps them to resolve those problems and change their self defeating behavior?
Which approach to psychology says that behavior is learned through rewards and punishments not based on thoughts or unconscious conflicts?
Who focused on examining the physiology of ones behavior and other psychological aspects of the mind?
If an advertiser wants to enhance the sales of a specific good or service, _____ should be used.
When giving a persuasive sales presentation, the salesperson should put the strongest appeal
Which of the following are important components of fostering ethical behavior in employees?
What do sociologists call informal rules and guidelines for behavior that is considered acceptable within a group?
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