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Veridcom Inc.is a leader in the creation of fingerprint identification software and hardware for laptops.It sells the technology to businesses that want to protect any intellectual property they have stored on their computers.After overseeing the installation of the system in 1,230 laptops for a large pharmaceutical company,the salesperson asked the company's vice president of information if he knew of another company that could use the Veridcom technology? The VP suggested Max Jordan,a business acquaintance of his who used laptops to communicate with a large,scattered work force.What method of prospecting did the Veridcom salesperson use,and what term would be used to describe Jordan?
Personal Construct Theory
A psychological theory that suggests individuals use personal constructs, which are bipolar mental templates, to interpret and predict events in their lives.
Constructive Alternativism
A concept in psychology suggesting that people have the ability to interpret their experiences in a variety of ways, thereby influencing their own reality.
Hostile Person
An individual characterized by feelings of anger and antagonism towards others, often resulting in aggressive behavior.
React to Friendliness
The manner in which individuals respond to acts or gestures of kindness or amicability.
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