The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:

A) sales actions lead to buyer reactions.
B) salespeople cannot read a buyer's mind.
C) psychological needs outweigh social wants.
D) for every stimulus, there must be a response.
E) salespeople seem untrustworthy to most buyers.

Black Box

In technology and psychology, a system or process whose internal workings are not visible or understood but can be observed by its inputs and outputs.

Internalize

The process of integrating beliefs, values, standards, or behaviors within oneself without external influence.

Prospective Buyers

Individuals or entities showing interest in purchasing a product or service, potentially becoming customers.