If a Salesperson Sincerely Wants to Establish a Caring Relationship

question 52

Multiple Choice

If a salesperson sincerely wants to establish a caring relationship with a potential key account, the salesperson should:

• A) view the selling process as continuous.
• B) engage in transaction selling.
• C) assume the selling process has a distinct beginning and ending.
• D) internalize the buyer's organizational culture.
• E) engage in relationship transformation selling.

Differentiate between special, somatic, and visceral senses.

Explain the concept of proprioception and kinesthesia.

Recognize the role of mechanoreceptors in sensing pressure and proprioception.

Distinguish between rapidly and slowly adapting receptors and their functions.

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Definitions:

Pivotal Response Training

A behavioral treatment technique for autism, focusing on key areas of development such as motivation and response to multiple cues to improve social skills and communication.

Therapeutic Alliance

The cooperative and collaborative relationship between a client and therapist, considered critical for effective therapy.

Carl Rogers

An influential American psychologist who founded the humanistic approach to psychology, emphasizing unconditional positive regard and self-actualization.

Empathy

The ability to understand and share the feelings of another person.