Mary White, a Sales Representative for a Small Cleaning Business

question 104

Multiple Choice

Mary White, a sales representative for a small cleaning business, asks current customers for names of friends, customers, and other businesses that might be interested in the company's cleaning services. White is relying on ____ to identify potential customers.

• A) customer-initiated contacts
• B) marketer-initiated contacts
• C) impersonal referrals
• D) personal referrals

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Definitions:

Childhood Experiences

Events and influences that occur during childhood, significantly shaping an individual's personality, behavior, and life choices.

Operant Conditioning

A method of learning that involves rewards and punishments for behavior, which influences the likelihood of that behavior's occurrence.

Positive Reinforcement

A method in behaviorism used to increase the likelihood of a desired behavior by following it with the addition of a positive stimulus.

Outspoken

Someone characterized by the willingness to express opinions and thoughts openly and without reservation.