Match Each Item with the Correct Statement Below

question 233

Multiple Choice

Match each item with the correct statement below.
-A(n) _____ is a salesperson's initial contact with the prospective customer.

• A)span of control
• B)field selling
• C)inside selling
• D)order processing
• E)virtual sales team
• F)team selling
• G)approach
• H)creative selling
• I)presentation
• J)sales promotion
• K)premium
• L)coupon
• M)network marketing
• N)cold calling
• O)expectancy theory
• P)over-the-counter selling
• Q)missionary selling
• R)relationship selling
• S)push money
• T)consultative selling

---

Definitions:

Four Humors

An ancient medical theory that proposed the existence of four bodily fluids (blood, phlegm, black bile, and yellow bile) influencing health and personality.

Somatogenic Perspective

The view that abnormal psychological functioning has physical causes.

Psychogenic Perspective

The view that the chief causes of abnormal functioning are psychological.

Managed Care Programs

Health care delivery systems designed to manage cost, utilization, and quality, often through a network of specified providers and services.