A Method in Which a Salesperson Finds and Cultivates People

question 20

True/False

A method in which a salesperson finds and cultivates people in a community or territory who are willing and able to help the salesperson identify prospects is called a "center of influence."

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Definitions:

Family Systems Therapy

Psychotherapy that focuses on the family, rather than the individual, as the source of problems; family therapists challenge communication styles, disrupt pathological family dynamics, and challenge defensive conceptions in order to harmonize relationships among all members and within each member.

Belief System

A set of principles or tenets which together form the basis of a person's convictions, values, and attitudes.

Cultural Definition

The way in which individual concepts, practices, and values are understood and shared within a specific culture.

Third-Wave Approaches

Modern psychotherapeutic techniques that combine elements of the first- and second-wave approaches—behavioral therapy and cognitive therapy, respectively—with mindfulness meditation practices derived from Zen Buddhism to help people accept, understand, and better regulate their emotions.