The CARE Model Helps Salespeople Add Value to Their Relationships

question 53

True/False

The CARE model helps salespeople add value to their relationships with customers.

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Definitions:

Appraise a Situation

The process of assessing and evaluating the characteristics and implications of a situation or environment.

Stanley Schachter

An American psychologist best known for his development of the Two-Factor Theory of Emotion, which suggests that emotions are determined by physiological arousal and cognitive interpretation of that arousal.

Walter Cannon

An American physiologist known for his work on the fight or flight response and coining the term 'homeostasis.'

Amygdala Complex

A structure within the brain involved in processing emotions, emotional behavior, and motivation, particularly known for its role in fear responses.