-As Shown in Figure 17-2 Above, B Is the __________

question 151

Multiple Choice

-As shown in Figure 17-2 above, B is the __________ stage in the personal selling process.

• A)presentation
• B)approach
• C)prospecting
• D)follow-up
• E)preapproach

Understand Lewin's force field theory and its emphasis on internal and external motivational forces.

Acknowledge the importance of expectancies in linking behaviors to goals, and cognitive factors in the determination of behavior.

Comprehend the role of cognitive theories in explaining motivated states through rational thought processes.

Recognize the contributions of expectancy-value theory to understanding motivated behavior as a result of need-goal value combinations.

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Definitions:

Capillary Beds

Networks of capillaries, the smallest blood vessels, that facilitate the exchange of water, oxygen, carbon dioxide, and many other nutrients and waste substances between blood and tissues.

Precapillary Sphincters

Circular muscular valves located at the entrance of capillary beds, controlling blood flow into those beds.

Thoroughfare Channels

In traditional Chinese medicine, energy pathways that allow Qi and blood to circulate throughout the body, connecting different organs and bodily functions.

Contracting

The process of muscle fibers shortening to produce movement or increase tension against a load.