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.
Answer: B. salespeople cannot read a buyer's mind.