After Determining a List of Sales Prospects, a Salesperson Should

question 1

True/False

After determining a list of sales prospects, a salesperson should prioritize those prospects.

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Definitions:

Motivational Interviewing

Intervention for sufferers of substance use disorders to elicit and solidify individuals’ motivation and commitment to changing their substance use; rather than confronting the user, the motivational interviewer adopts an empathic interaction style, drawing out the user’s own statements of desire, ability, reasons, need, and, ultimately, commitment to change.

12-Step Program

A set of guiding principles outlining a course of action for recovery from addiction, compulsion, or other behavioral problems.

Contingency Management Programs

Behavioral treatment methods that reward or punish individuals for adhering to or deviating from certain behaviors or objectives.

Reinforcements

In behavioral psychology, anything that strengthens or increases the likelihood of a response or behavior occurring again.