The Strategic\Consultative Selling Model Consists of Five Interdependent Steps,each with Three

question 104

True/False

The Strategic\Consultative Selling Model consists of five interdependent steps,each with three prescriptions that can serve as a checklist for sales personnel.

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Definitions:

Psychodynamic

A perspective in psychology that emphasizes the systematic study of the psychological forces that underlie human behavior, feelings, and emotions and how they might relate to early experience.

Neo-analytic

Pertains to a school of thought in psychology that revises and expands upon Freudian and pre-Freudian psychoanalytic theories, emphasizing social and cultural factors more.

Repression

A defense mechanism where distressing thoughts, memories, or desires are excluded from the conscious mind.

Defense Mechanism

Psychological strategies employed unconsciously to protect oneself from anxiety arising from unacceptable thoughts or feelings.