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Scott is a salesperson for an automobile manufacturing company. He usually tries to increase the number of critical encounters with his customers to facilitate effective communication. Which of the following sequential components of effective salesperson follow-up is Scott focusing on in the given scenario?
Social Relationships
Connections or interactions between individuals or groups in a society, shaped by social structures, patterns, and cultural norms.
Personal Construct Theory
Kelly’s description of personality in terms of cognitive processes: We are capable of interpreting behaviors and events and of using this understanding to guide our behavior and to predict the behavior of other people.
Psychoanalysis
A therapeutic approach and theory of personality developed by Sigmund Freud that emphasizes unconscious motives and conflicts as the determinants of human behavior.
Humanistic Approach
A psychological perspective that emphasizes the study of the whole person, including concepts like free will, self-efficacy, and self-actualization.
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