Before Approaching the Customer,a Salesperson Should Learn as Much as Possible

question 17

True/False

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.This process is called sales acculturation.

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Definitions:

Physiological Arousal

A state of physical alertness or excitement, which can be triggered by emotions, thoughts, or external stimuli, affecting bodily functions.

Fight-or-flight Response

A physiological reaction that occurs in response to a perceived harmful event, attack, or threat to survival.

Walter Cannon

A physiologist who coined the term "fight or flight" to describe the body's response to stress, and made significant contributions to understanding the autonomic nervous system.

Catecholamines

Biochemical compounds, including dopamine, norepinephrine, and epinephrine, that function as neurotransmitters and hormones, significantly affecting the body's stress response.