When Sales Representatives Find and Cultivate New Customers, It Is

question 18

Multiple Choice

When Sales representatives find and cultivate new customers, it is called:

• A) Prospecting
• B) Selling
• C) Targeting
• D) Servicing

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Definitions:

James-Lange Theory

A theory of emotion that proposes emotions occur as a result of physiological reactions to events, suggesting that physiological arousal precedes the emotional experience.

Bodily Responses

Physical reactions or changes in the body that occur in response to stimulus or emotional states, such as increased heart rate or sweating.

Cannon-Bard

A theory of emotion that proposes that emotions and bodily changes occur simultaneously, rather than one causing the other.

Emotional Learning

The process of acquiring and understanding emotions, and the ability to recognize and manage one's own and others' emotions.