According to the Textbook, What Did a Recent Survey of Secretaries

question 1

Multiple Choice

According to the textbook, what did a recent survey of secretaries, administrative assistants, and other gatekeepers conclude regarding the issue of salespeople making appointments with buyers?

• A) Making an appointment communicates recognition that the seller's time is important.
• B) Making an appointment is in everyone's interests in terms of time and territory management.
• C) Making an appointment is no guarantee of gaining the prospect's undivided attention.
• D) Making an appointment is a requirement of proper business etiquette.

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Definitions:

Sigmund Freud

Originating from Austria, this individual was a neurologist and initiated psychoanalysis, which is a method of healing mental health issues through discussions between a psychoanalyst and the person undergoing treatment.

Karen Horney

A German psychoanalyst known for her theory of neurotic needs and her work on neurosis, particularly the ways in which it pertains to women.

Psychodynamic Theories

Theories proposing that behavior is the result of internal psychological forces that often stem from childhood experiences.

Dynamic Interaction

The continuous and changing interplay between individuals or elements in a system or process.