Salespeople Need to Build and Maintain Relationships With

question 60

Multiple Choice

Salespeople need to build and maintain relationships with:

• A)lawyers
• B)company support staff
• C)journalists
• D)vendors
• E)auditors

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Definitions:

Social Exchange Theory

A theory that suggests human relationships are formed by the use of a subjective cost-benefit analysis and the comparison of alternatives.

Social Contagion

Imitative behavior involving the spread of behavior, emotions, and ideas.

Elaboration Likelihood Model

A theory explaining how people are persuaded, emphasizing the significance of the motivation and ability to process messages.

Romantic Love

A deep emotional and affectionate connection between individuals characterized by love, attachment, and desire for closeness.