The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.
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Q17: Economic needs refer to the buyer's need
Q18: The initial task of a salesperson when
Q19: When a salesperson says,"This glue will form
Q20: Needs and wants are the motivational forces
Q21: Dissonance increases with the importance of the
Q23: People's _ result from a lack of
Q24: The black box is most closely associated
Q25: The process by which prospective buyers "internalize"
Q26: Claudia recently purchased a Toyota Camry and
Q27: Before developing a sales presentation,a salesperson should
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