In the Introduction to Chapter 6, Tom Reilly, a Leading

question 40

Multiple Choice

In the introduction to Chapter 6, Tom Reilly, a leading sales trainer, consultant, and writer, suggests that 95 percent of salespeople routinely plan what?

• A) their prospect follow up
• B) their customer service follow up
• C) their sales calls
• D) their sales territory

Recognize the physiological effects of adrenaline and cortisol in response to stress.

Understand the relationship between stress and emotions such as fear and anger.

Describe coping strategies and communication styles that can effectively manage stress.

Identify the health problems linked to stress and improper stress management.

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Definitions:

Estrogen

A group of steroid hormones that play an important role in the regulation of female reproductive cycles and secondary sexual characteristics.

Temporary Endocrine Gland

A gland that appears only during certain periods of life and secretes hormones, such as the corpus luteum in females.

Corpus Luteum

A temporary endocrine structure in female ovaries that is involved in the production of hormones, estrogen, and progesterone after ovulation.

Pituitary

A small, pea-sized gland located at the base of the brain, crucial for controlling various hormones that regulate growth, metabolism, and reproductive functions.