_____ Is the First Stage in the Sales Relationship-Building Process

question 73

Multiple Choice

_____ is the first stage in the sales relationship-building process.

• A)Presentation
• B)Planning a sales call
• C)Obtaining commitment
• D)Prospecting

---

Definitions:

Castration Anxiety

In Freudian theory, the belief that the father will cut off the child’s penis because of competition for the mother/wife.

Sigmund Freud

An Austrian neurologist who is known as the founding father of psychoanalysis, a method for treating psychological pathology by means of dialogue between the patient and a psychoanalyst.

Phallic Stage

In Freudian theory, the period from age 3 through 5, during which both male and female children exhibit interest in the genitals.

Electra Complex

In Freudian theory, the female child’s erotic desire for the father and simultaneous fear of the mother.