id	sid	tid	token	lemma	pos
absel-1882	1	1	a	a	DET
absel-1882	1	2	model	model	NOUN
absel-1882	1	3	for	for	ADP
absel-1882	1	4	teaching	teach	VERB
absel-1882	1	5	salesmanship	salesmanship	NOUN
absel-1882	1	6	using	use	VERB
absel-1882	1	7	persona	persona	NOUN
absel-1882	1	8	,	,	PUNCT
absel-1882	1	9	microskills	microskill	NOUN
absel-1882	1	10	and	and	CCONJ
absel-1882	1	11	a	a	DET
absel-1882	1	12	sales	sale	NOUN
absel-1882	1	13	process	process	NOUN
absel-1882	1	14	developments	development	NOUN
absel-1882	1	15	in	in	ADP
absel-1882	1	16	business	business	NOUN
absel-1882	1	17	simulation	simulation	NOUN
absel-1882	1	18	&	&	CCONJ
absel-1882	1	19	experiential	experiential	ADJ
absel-1882	1	20	exercises	exercise	NOUN
absel-1882	1	21	,	,	PUNCT
absel-1882	1	22	volume	volume	NOUN
absel-1882	1	23	16	16	NUM
absel-1882	1	24	,	,	PUNCT
absel-1882	1	25	1989	1989	NUM
absel-1882	1	26	145	145	NUM
absel-1882	1	27	a	a	DET
absel-1882	1	28	model	model	NOUN
absel-1882	1	29	for	for	ADP
absel-1882	1	30	teaching	teach	VERB
absel-1882	1	31	salesmanship	salesmanship	NOUN
absel-1882	1	32	using	use	VERB
absel-1882	1	33	persona	persona	NOUN
absel-1882	1	34	,	,	PUNCT
absel-1882	1	35	microskills	microskill	NOUN
absel-1882	1	36	and	and	CCONJ
absel-1882	1	37	a	a	DET
absel-1882	1	38	sales	sale	NOUN
absel-1882	1	39	process	process	NOUN
absel-1882	1	40	ray	ray	NOUN
absel-1882	1	41	a.	a.	NOUN
absel-1882	1	42	decormier	decormier	PROPN
absel-1882	1	43	.	.	PUNCT
absel-1882	2	1	central	central	ADJ
absel-1882	2	2	connecticut	connecticut	PROPN
absel-1882	2	3	state	state	PROPN
absel-1882	2	4	university	university	PROPN
absel-1882	2	5	abstract	abstract	NOUN
absel-1882	2	6	the	the	DET
absel-1882	2	7	objective	objective	NOUN
absel-1882	2	8	of	of	ADP
absel-1882	2	9	this	this	DET
absel-1882	2	10	paper	paper	NOUN
absel-1882	2	11	is	be	AUX
absel-1882	2	12	to	to	PART
absel-1882	2	13	introduce	introduce	VERB
absel-1882	2	14	the	the	DET
absel-1882	2	15	academic	academic	ADJ
absel-1882	2	16	community	community	NOUN
absel-1882	2	17	oft	oft	ADP
absel-1882	2	18	a	a	DET
absel-1882	2	19	new	new	ADJ
absel-1882	2	20	method	method	NOUN
absel-1882	2	21	to	to	ADP
absel-1882	2	22	teaching	teach	VERB
absel-1882	2	23	salesmanship	salesmanship	NOUN
absel-1882	2	24	.	.	PUNCT
absel-1882	3	1	the	the	DET
absel-1882	3	2	strategy	strategy	NOUN
absel-1882	3	3	considers	consider	VERB
absel-1882	3	4	teaching	teach	VERB
absel-1882	3	5	salesmanship	salesmanship	NOUN
absel-1882	3	6	from	from	ADP
absel-1882	3	7	a	a	DET
absel-1882	3	8	three	three	NUM
absel-1882	3	9	pronged	pronged	ADJ
absel-1882	3	10	approach	approach	NOUN
absel-1882	3	11	.	.	PUNCT
absel-1882	4	1	the	the	DET
absel-1882	4	2	first	first	ADJ
absel-1882	4	3	is	be	AUX
absel-1882	4	4	through	through	ADP
absel-1882	4	5	an	an	DET
absel-1882	4	6	understanding	understanding	NOUN
absel-1882	4	7	of	of	ADP
absel-1882	4	8	the	the	DET
absel-1882	4	9	psychology	psychology	NOUN
absel-1882	4	10	of	of	ADP
absel-1882	4	11	the	the	DET
absel-1882	4	12	dyadic	dyadic	ADJ
absel-1882	4	13	relationship	relationship	NOUN
absel-1882	4	14	.	.	PUNCT
absel-1882	5	1	next	next	ADV
absel-1882	5	2	,	,	PUNCT
absel-1882	5	3	the	the	DET
absel-1882	5	4	student	student	NOUN
absel-1882	5	5	is	be	AUX
absel-1882	5	6	encouraged	encourage	VERB
absel-1882	5	7	to	to	PART
absel-1882	5	8	internalize	internalize	VERB
absel-1882	5	9	new	new	ADJ
absel-1882	5	10	and	and	CCONJ
absel-1882	5	11	exiting	exit	VERB
absel-1882	5	12	microskills	microskill	NOUN
absel-1882	5	13	which	which	PRON
absel-1882	5	14	are	be	AUX
absel-1882	5	15	the	the	DET
absel-1882	5	16	basic	basic	ADJ
absel-1882	5	17	elements	element	NOUN
absel-1882	5	18	of	of	ADP
absel-1882	5	19	salesmanship	salesmanship	NOUN
absel-1882	5	20	communication	communication	NOUN
absel-1882	5	21	.	.	PUNCT
absel-1882	6	1	finally	finally	ADV
absel-1882	6	2	,	,	PUNCT
absel-1882	6	3	the	the	DET
absel-1882	6	4	student	student	NOUN
absel-1882	6	5	is	be	AUX
absel-1882	6	6	introduced	introduce	VERB
absel-1882	6	7	to	to	ADP
absel-1882	6	8	a	a	DET
absel-1882	6	9	sales	sale	NOUN
absel-1882	6	10	process	process	NOUN
absel-1882	6	11	which	which	PRON
absel-1882	6	12	promotes	promote	VERB
absel-1882	6	13	closing	close	VERB
absel-1882	6	14	the	the	DET
absel-1882	6	15	sale	sale	NOUN
absel-1882	6	16	before	before	ADP
absel-1882	6	17	the	the	DET
absel-1882	6	18	presentation	presentation	NOUN
absel-1882	6	19	,	,	PUNCT
absel-1882	6	20	rather	rather	ADV
absel-1882	6	21	than	than	ADP
absel-1882	6	22	after	after	ADP
absel-1882	6	23	it	it	PRON
absel-1882	6	24	.	.	PUNCT
absel-1882	7	1	to	to	PART
absel-1882	7	2	accomplish	accomplish	VERB
absel-1882	7	3	this	this	PRON
absel-1882	7	4	,	,	PUNCT
absel-1882	7	5	the	the	DET
absel-1882	7	6	student	student	NOUN
absel-1882	7	7	must	must	AUX
absel-1882	7	8	internalize	internalize	VERB
absel-1882	7	9	certain	certain	ADJ
absel-1882	7	10	microskills	microskill	NOUN
absel-1882	7	11	through	through	ADP
absel-1882	7	12	role	role	NOUN
absel-1882	7	13	playing	playing	NOUN
absel-1882	7	14	.	.	PUNCT
absel-1882	8	1	by	by	ADP
absel-1882	8	2	effectively	effectively	ADV
absel-1882	8	3	learning	learn	VERB
absel-1882	8	4	the	the	DET
absel-1882	8	5	microskills	microskill	NOUN
absel-1882	8	6	,	,	PUNCT
absel-1882	8	7	personas	persona	NOUN
absel-1882	8	8	,	,	PUNCT
absel-1882	8	9	and	and	CCONJ
absel-1882	8	10	sales	sale	NOUN
absel-1882	8	11	process	process	NOUN
absel-1882	8	12	,	,	PUNCT
absel-1882	8	13	young	young	ADJ
absel-1882	8	14	marketing	marketing	NOUN
absel-1882	8	15	graduates	graduate	NOUN
absel-1882	8	16	may	may	AUX
absel-1882	8	17	enter	enter	VERB
absel-1882	8	18	and	and	CCONJ
absel-1882	8	19	succeed	succeed	VERB
absel-1882	8	20	in	in	ADP
absel-1882	8	21	the	the	DET
absel-1882	8	22	field	field	NOUN
absel-1882	8	23	of	of	ADP
absel-1882	8	24	sales	sale	NOUN
absel-1882	8	25	.	.	PUNCT
absel-1882	9	1	introduction	introduction	NOUN
absel-1882	9	2	there	there	PRON
absel-1882	9	3	are	be	VERB
absel-1882	9	4	at	at	ADV
absel-1882	9	5	least	least	ADJ
absel-1882	9	6	two	two	NUM
absel-1882	9	7	reasons	reason	NOUN
absel-1882	9	8	why	why	SCONJ
absel-1882	9	9	successful	successful	ADJ
absel-1882	9	10	salespeople	salesperson	NOUN
absel-1882	9	11	are	be	AUX
absel-1882	9	12	an	an	DET
absel-1882	9	13	organization	organization	NOUN
absel-1882	9	14	’s	’s	PART
absel-1882	9	15	most	most	ADV
absel-1882	9	16	important	important	ADJ
absel-1882	9	17	asset	asset	NOUN
absel-1882	9	18	.	.	PUNCT
absel-1882	10	1	first	first	ADV
absel-1882	10	2	,	,	PUNCT
absel-1882	10	3	no	no	DET
absel-1882	10	4	business	business	NOUN
absel-1882	10	5	can	can	AUX
absel-1882	10	6	exist	exist	VERB
absel-1882	10	7	without	without	ADP
absel-1882	10	8	a	a	DET
absel-1882	10	9	product	product	NOUN
absel-1882	10	10	or	or	CCONJ
absel-1882	10	11	service	service	NOUN
absel-1882	10	12	being	be	AUX
absel-1882	10	13	sold	sell	VERB
absel-1882	10	14	.	.	PUNCT
absel-1882	11	1	secondly	secondly	ADV
absel-1882	11	2	,	,	PUNCT
absel-1882	11	3	only	only	ADV
absel-1882	11	4	the	the	DET
absel-1882	11	5	salesperson	salesperson	NOUN
absel-1882	11	6	generates	generate	VERB
absel-1882	11	7	cash	cash	NOUN
absel-1882	11	8	,	,	PUNCT
absel-1882	11	9	while	while	SCONJ
absel-1882	11	10	everyone	everyone	PRON
absel-1882	11	11	else	else	ADV
absel-1882	11	12	in	in	ADP
absel-1882	11	13	the	the	DET
absel-1882	11	14	organization	organization	NOUN
absel-1882	11	15	uses	use	VERB
absel-1882	11	16	cash	cash	NOUN
absel-1882	11	17	.	.	PUNCT
absel-1882	12	1	yet	yet	ADV
absel-1882	12	2	,	,	PUNCT
absel-1882	12	3	few	few	ADJ
absel-1882	12	4	fields	field	NOUN
absel-1882	12	5	offer	offer	VERB
absel-1882	12	6	so	so	ADV
absel-1882	12	7	much	much	ADJ
absel-1882	12	8	disappointment	disappointment	NOUN
absel-1882	12	9	to	to	ADP
absel-1882	12	10	the	the	DET
absel-1882	12	11	novice	novice	NOUN
absel-1882	12	12	as	as	SCONJ
absel-1882	12	13	does	do	AUX
absel-1882	12	14	selling	sell	VERB
absel-1882	12	15	.	.	PUNCT
absel-1882	13	1	it	it	PRON
absel-1882	13	2	is	be	AUX
absel-1882	13	3	an	an	DET
absel-1882	13	4	easy	easy	ADJ
absel-1882	13	5	field	field	NOUN
absel-1882	13	6	to	to	PART
absel-1882	13	7	enter	enter	VERB
absel-1882	13	8	,	,	PUNCT
absel-1882	13	9	but	but	CCONJ
absel-1882	13	10	a	a	DET
absel-1882	13	11	difficult	difficult	ADJ
absel-1882	13	12	one	one	NUM
absel-1882	13	13	o	o	NOUN
absel-1882	13	14	succeed	succeed	VERB
absel-1882	13	15	at	at	ADP
absel-1882	13	16	,	,	PUNCT
absel-1882	13	17	why	why	SCONJ
absel-1882	13	18	?	?	PUNCT
absel-1882	14	1	the	the	DET
absel-1882	14	2	reasons	reason	NOUN
absel-1882	14	3	vary	vary	VERB
absel-1882	14	4	,	,	PUNCT
absel-1882	14	5	but	but	CCONJ
absel-1882	14	6	a	a	DET
absel-1882	14	7	number	number	NOUN
absel-1882	14	8	of	of	ADP
absel-1882	14	9	myths	myth	NOUN
absel-1882	14	10	and	and	CCONJ
absel-1882	14	11	misconceptions	misconception	NOUN
absel-1882	14	12	prevalent	prevalent	ADJ
absel-1882	14	13	in	in	ADP
absel-1882	14	14	the	the	DET
absel-1882	14	15	sales	sale	NOUN
absel-1882	14	16	field	field	NOUN
absel-1882	14	17	offer	offer	VERB
absel-1882	14	18	some	some	DET
absel-1882	14	19	explanation	explanation	NOUN
absel-1882	14	20	.	.	PUNCT
absel-1882	15	1	one	one	NUM
absel-1882	15	2	is	be	AUX
absel-1882	15	3	that	that	SCONJ
absel-1882	15	4	,	,	PUNCT
absel-1882	15	5	“	"	PUNCT
absel-1882	15	6	selling	sell	VERB
absel-1882	15	7	is	be	AUX
absel-1882	15	8	mysterious	mysterious	ADJ
absel-1882	15	9	.	.	PUNCT
absel-1882	15	10	”	"	PUNCT
absel-1882	16	1	buzzotta	buzzotta	NOUN
absel-1882	16	2	(	(	PUNCT
absel-1882	16	3	1972	1972	NUM
absel-1882	16	4	)	)	PUNCT
absel-1882	16	5	states	state	NOUN
absel-1882	16	6	“	"	PUNCT
absel-1882	16	7	…	…	PUNCT
absel-1882	16	8	we	we	PRON
absel-1882	16	9	can	can	AUX
absel-1882	16	10	not	not	PART
absel-1882	16	11	understand	understand	VERB
absel-1882	16	12	what	what	PRON
absel-1882	16	13	makes	make	VERB
absel-1882	16	14	the	the	DET
absel-1882	16	15	difference	difference	NOUN
absel-1882	16	16	between	between	ADP
absel-1882	16	17	a	a	DET
absel-1882	16	18	successful	successful	ADJ
absel-1882	16	19	and	and	CCONJ
absel-1882	16	20	an	an	DET
absel-1882	16	21	unsuccessful	unsuccessful	ADJ
absel-1882	16	22	salesman	salesman	NOUN
absel-1882	16	23	,	,	PUNCT
absel-1882	16	24	because	because	SCONJ
absel-1882	16	25	the	the	DET
absel-1882	16	26	‘	'	PUNCT
absel-1882	16	27	secret	secret	ADJ
absel-1882	16	28	’	'	PUNCT
absel-1882	16	29	of	of	ADP
absel-1882	16	30	successful	successful	ADJ
absel-1882	16	31	selling	selling	NOUN
absel-1882	16	32	is	be	AUX
absel-1882	16	33	mysterious	mysterious	ADJ
absel-1882	16	34	and	and	CCONJ
absel-1882	16	35	impenetrable	impenetrable	ADJ
absel-1882	16	36	.	.	PUNCT
absel-1882	17	1	all	all	PRON
absel-1882	17	2	we	we	PRON
absel-1882	17	3	know	know	VERB
absel-1882	17	4	is	be	AUX
absel-1882	17	5	that	that	SCONJ
absel-1882	17	6	some	some	DET
absel-1882	17	7	men	man	NOUN
absel-1882	17	8	succeed	succeed	VERB
absel-1882	17	9	at	at	ADP
absel-1882	17	10	selling	sell	VERB
absel-1882	17	11	,	,	PUNCT
absel-1882	17	12	while	while	SCONJ
absel-1882	17	13	others	other	NOUN
absel-1882	17	14	do	do	VERB
absel-1882	17	15	not	not	PART
absel-1882	17	16	.	.	PUNCT
absel-1882	17	17	”	"	PUNCT
absel-1882	18	1	another	another	DET
absel-1882	18	2	myth	myth	NOUN
absel-1882	18	3	fosters	foster	VERB
absel-1882	18	4	that	that	DET
absel-1882	18	5	salesmanship	salesmanship	NOUN
absel-1882	18	6	is	be	AUX
absel-1882	18	7	natural	natural	ADJ
absel-1882	18	8	or	or	CCONJ
absel-1882	18	9	innate	innate	ADJ
absel-1882	18	10	.	.	PUNCT
absel-1882	19	1	this	this	DET
absel-1882	19	2	conviction	conviction	NOUN
absel-1882	19	3	assumes	assume	VERB
absel-1882	19	4	that	that	SCONJ
absel-1882	19	5	the	the	DET
absel-1882	19	6	“	"	PUNCT
absel-1882	19	7	ideal	ideal	ADJ
absel-1882	19	8	”	"	PUNCT
absel-1882	19	9	salespersona	salespersona	NOUN
absel-1882	19	10	is	be	AUX
absel-1882	19	11	represented	represent	VERB
absel-1882	19	12	by	by	ADP
absel-1882	19	13	someone	someone	PRON
absel-1882	19	14	who	who	PRON
absel-1882	19	15	is	be	AUX
absel-1882	19	16	naturally	naturally	ADV
absel-1882	19	17	confident	confident	ADJ
absel-1882	19	18	,	,	PUNCT
absel-1882	19	19	outward	outward	ADV
absel-1882	19	20	-	-	PUNCT
absel-1882	19	21	going	go	VERB
absel-1882	19	22	and	and	CCONJ
absel-1882	19	23	happy	happy	ADJ
absel-1882	19	24	-	-	PUNCT
absel-1882	19	25	go	go	NOUN
absel-1882	19	26	-	-	PUNCT
absel-1882	19	27	lucky	lucky	ADJ
absel-1882	19	28	.	.	PUNCT
absel-1882	20	1	it	it	PRON
absel-1882	20	2	is	be	AUX
absel-1882	20	3	further	far	ADV
absel-1882	20	4	exaggerates	exaggerate	VERB
absel-1882	20	5	by	by	ADP
absel-1882	20	6	the	the	DET
absel-1882	20	7	archaic	archaic	ADJ
absel-1882	20	8	opinion	opinion	NOUN
absel-1882	20	9	that	that	SCONJ
absel-1882	20	10	,	,	PUNCT
absel-1882	20	11	“	"	PUNCT
absel-1882	20	12	either	either	CCONJ
absel-1882	20	13	you	you	PRON
absel-1882	20	14	can	can	AUX
absel-1882	20	15	sell	sell	VERB
absel-1882	20	16	or	or	CCONJ
absel-1882	20	17	you	you	PRON
absel-1882	20	18	ca	can	AUX
absel-1882	20	19	n’t	not	PART
absel-1882	20	20	!	!	PUNCT
absel-1882	20	21	”	"	PUNCT
absel-1882	21	1	unfortunately	unfortunately	ADV
absel-1882	21	2	,	,	PUNCT
absel-1882	21	3	this	this	DET
absel-1882	21	4	feeling	feeling	NOUN
absel-1882	21	5	which	which	PRON
absel-1882	21	6	is	be	AUX
absel-1882	21	7	share	share	NOUN
absel-1882	21	8	by	by	ADP
absel-1882	21	9	both	both	DET
absel-1882	21	10	salespeople	salesperson	NOUN
absel-1882	21	11	and	and	CCONJ
absel-1882	21	12	non	non	NOUN
absel-1882	21	13	-	-	NOUN
absel-1882	21	14	salespeople	salesperson	NOUN
absel-1882	21	15	alike	alike	ADV
absel-1882	21	16	inhibits	inhibit	VERB
absel-1882	21	17	many	many	ADJ
absel-1882	21	18	from	from	ADP
absel-1882	21	19	entering	enter	VERB
absel-1882	21	20	the	the	DET
absel-1882	21	21	sales	sale	NOUN
absel-1882	21	22	field	field	NOUN
absel-1882	21	23	.	.	PUNCT
absel-1882	22	1	because	because	SCONJ
absel-1882	22	2	of	of	ADP
absel-1882	22	3	these	these	DET
absel-1882	22	4	misconceptions	misconception	NOUN
absel-1882	22	5	,	,	PUNCT
absel-1882	22	6	many	many	ADJ
absel-1882	22	7	companies	company	NOUN
absel-1882	22	8	spend	spend	VERB
absel-1882	22	9	their	their	PRON
absel-1882	22	10	resources	resource	NOUN
absel-1882	22	11	not	not	PART
absel-1882	22	12	on	on	ADP
absel-1882	22	13	real	real	ADJ
absel-1882	22	14	sales	sale	NOUN
absel-1882	22	15	training	training	NOUN
absel-1882	22	16	,	,	PUNCT
absel-1882	22	17	bit	bit	NOUN
absel-1882	22	18	on	on	ADP
absel-1882	22	19	product	product	NOUN
absel-1882	22	20	knowledge	knowledge	NOUN
absel-1882	22	21	training	training	NOUN
absel-1882	22	22	disguised	disguise	VERB
absel-1882	22	23	as	as	ADP
absel-1882	22	24	sales	sale	NOUN
absel-1882	22	25	training	training	NOUN
absel-1882	22	26	.	.	PUNCT
absel-1882	23	1	fran	fran	VERB
absel-1882	23	2	seven	seven	NUM
absel-1882	23	3	years	year	NOUN
absel-1882	23	4	of	of	ADP
absel-1882	23	5	experience	experience	NOUN
absel-1882	23	6	in	in	ADP
absel-1882	23	7	the	the	DET
absel-1882	23	8	sales	sale	NOUN
absel-1882	23	9	training	training	NOUN
absel-1882	23	10	field	field	NOUN
absel-1882	23	11	and	and	CCONJ
absel-1882	23	12	working	work	VERB
absel-1882	23	13	with	with	ADP
absel-1882	23	14	business	business	NOUN
absel-1882	23	15	school	school	NOUN
absel-1882	23	16	undergraduate	undergraduate	NOUN
absel-1882	23	17	students	student	NOUN
absel-1882	23	18	(	(	PUNCT
absel-1882	23	19	including	include	VERB
absel-1882	23	20	marketing	marketing	NOUN
absel-1882	23	21	majors	major	NOUN
absel-1882	23	22	)	)	PUNCT
absel-1882	23	23	.	.	PUNCT
absel-1882	24	1	i	i	PRON
absel-1882	24	2	conclude	conclude	VERB
absel-1882	24	3	that	that	SCONJ
absel-1882	24	4	those	those	PRON
absel-1882	24	5	will	will	AUX
absel-1882	24	6	enter	enter	VERB
absel-1882	24	7	the	the	DET
absel-1882	24	8	field	field	NOUN
absel-1882	24	9	of	of	ADP
absel-1882	24	10	selling	sell	VERB
absel-1882	24	11	after	after	ADP
absel-1882	24	12	being	be	AUX
absel-1882	24	13	subjected	subject	VERB
absel-1882	24	14	to	to	ADP
absel-1882	24	15	traditional	traditional	ADJ
absel-1882	24	16	sales	sale	NOUN
absel-1882	24	17	training	training	NOUN
absel-1882	24	18	methods	method	NOUN
absel-1882	24	19	run	run	VERB
absel-1882	24	20	a	a	DET
absel-1882	24	21	very	very	ADV
absel-1882	24	22	high	high	ADJ
absel-1882	24	23	chance	chance	NOUN
absel-1882	24	24	of	of	ADP
absel-1882	24	25	failure	failure	NOUN
absel-1882	24	26	.	.	PUNCT
absel-1882	25	1	this	this	PRON
absel-1882	25	2	is	be	AUX
absel-1882	25	3	because	because	SCONJ
absel-1882	25	4	these	these	DET
absel-1882	25	5	traditional	traditional	ADJ
absel-1882	25	6	methods	method	NOUN
absel-1882	25	7	just	just	ADV
absel-1882	25	8	do	do	AUX
absel-1882	25	9	not	not	PART
absel-1882	25	10	teach	teach	VERB
absel-1882	25	11	the	the	DET
absel-1882	25	12	student	student	NOUN
absel-1882	25	13	“	"	PUNCT
absel-1882	25	14	how	how	SCONJ
absel-1882	25	15	”	"	PUNCT
absel-1882	25	16	to	to	PART
absel-1882	25	17	sell	sell	VERB
absel-1882	25	18	.	.	PUNCT
absel-1882	26	1	the	the	DET
absel-1882	26	2	question	question	NOUN
absel-1882	26	3	is	be	AUX
absel-1882	26	4	,	,	PUNCT
absel-1882	26	5	“	"	PUNCT
absel-1882	26	6	does	do	AUX
absel-1882	26	7	this	this	PRON
absel-1882	26	8	have	have	VERB
absel-1882	26	9	to	to	PART
absel-1882	26	10	continue	continue	VERB
absel-1882	26	11	?	?	PUNCT
absel-1882	26	12	”	"	PUNCT
absel-1882	27	1	this	this	DET
absel-1882	27	2	author	author	NOUN
absel-1882	27	3	thinks	think	VERB
absel-1882	27	4	not	not	PART
absel-1882	27	5	!	!	PUNCT
absel-1882	28	1	my	my	PRON
absel-1882	28	2	work	work	NOUN
absel-1882	28	3	with	with	ADP
absel-1882	28	4	salespeople	salesperson	NOUN
absel-1882	28	5	,	,	PUNCT
absel-1882	28	6	both	both	CCONJ
absel-1882	28	7	young	young	ADJ
absel-1882	28	8	and	and	CCONJ
absel-1882	28	9	old	old	ADJ
absel-1882	28	10	,	,	PUNCT
absel-1882	28	11	experience	experience	NOUN
absel-1882	28	12	and	and	CCONJ
absel-1882	28	13	inexperienced	inexperienced	ADJ
absel-1882	28	14	,	,	PUNCT
absel-1882	28	15	also	also	ADV
absel-1882	28	16	leads	lead	VERB
absel-1882	28	17	me	i	PRON
absel-1882	28	18	to	to	ADP
absel-1882	28	19	the	the	DET
absel-1882	28	20	conclusion	conclusion	NOUN
absel-1882	28	21	that	that	SCONJ
absel-1882	28	22	selling	selling	NOUN
absel-1882	28	23	is	be	AUX
absel-1882	28	24	a	a	DET
absel-1882	28	25	skill	skill	NOUN
absel-1882	28	26	that	that	PRON
absel-1882	28	27	can	can	AUX
absel-1882	28	28	be	be	AUX
absel-1882	28	29	taught	teach	VERB
absel-1882	28	30	and	and	CCONJ
absel-1882	28	31	learned	learn	VERB
absel-1882	28	32	.	.	PUNCT
absel-1882	29	1	however	however	ADV
absel-1882	29	2	,	,	PUNCT
absel-1882	29	3	there	there	PRON
absel-1882	29	4	is	be	VERB
absel-1882	29	5	a	a	DET
absel-1882	29	6	shortage	shortage	NOUN
absel-1882	29	7	of	of	ADP
absel-1882	29	8	skilled	skilled	ADJ
absel-1882	29	9	people	people	NOUN
absel-1882	29	10	able	able	ADJ
absel-1882	29	11	to	to	PART
absel-1882	29	12	teach	teach	VERB
absel-1882	29	13	salesmanship	salesmanship	NOUN
absel-1882	29	14	properly	properly	ADV
absel-1882	29	15	.	.	PUNCT
absel-1882	30	1	as	as	ADP
absel-1882	30	2	a	a	DET
absel-1882	30	3	result	result	NOUN
absel-1882	30	4	,	,	PUNCT
absel-1882	30	5	the	the	DET
absel-1882	30	6	average	average	ADJ
absel-1882	30	7	salesperson	salesperson	NOUN
absel-1882	30	8	(	(	PUNCT
absel-1882	30	9	especially	especially	ADV
absel-1882	30	10	the	the	DET
absel-1882	30	11	recent	recent	ADJ
absel-1882	30	12	college	college	NOUN
absel-1882	30	13	graduate	graduate	NOUN
absel-1882	30	14	)	)	PUNCT
absel-1882	30	15	just	just	ADV
absel-1882	30	16	does	do	AUX
absel-1882	30	17	not	not	PART
absel-1882	30	18	know	know	VERB
absel-1882	30	19	“	"	PUNCT
absel-1882	30	20	how	how	SCONJ
absel-1882	30	21	”	"	PUNCT
absel-1882	30	22	to	to	PART
absel-1882	30	23	sell	sell	VERB
absel-1882	30	24	.	.	PUNCT
absel-1882	31	1	instead	instead	ADV
absel-1882	31	2	,	,	PUNCT
absel-1882	31	3	he	he	PRON
absel-1882	31	4	or	or	CCONJ
absel-1882	31	5	she	she	PRON
absel-1882	31	6	merely	merely	ADV
absel-1882	31	7	go	go	VERB
absel-1882	31	8	through	through	ADP
absel-1882	31	9	the	the	DET
absel-1882	31	10	motions	motion	NOUN
absel-1882	31	11	of	of	ADP
absel-1882	31	12	selling	sell	VERB
absel-1882	31	13	usually	usually	ADV
absel-1882	31	14	depending	depend	VERB
absel-1882	31	15	more	more	ADJ
absel-1882	31	16	on	on	ADP
absel-1882	31	17	hope	hope	NOUN
absel-1882	31	18	,	,	PUNCT
absel-1882	31	19	hard	hard	ADJ
absel-1882	31	20	work	work	NOUN
absel-1882	31	21	,	,	PUNCT
absel-1882	31	22	and	and	CCONJ
absel-1882	31	23	product	product	NOUN
absel-1882	31	24	merits	merit	VERB
absel-1882	31	25	for	for	ADP
absel-1882	31	26	success	success	NOUN
absel-1882	31	27	than	than	ADP
absel-1882	31	28	on	on	ADP
absel-1882	31	29	the	the	DET
absel-1882	31	30	mastery	mastery	NOUN
absel-1882	31	31	of	of	ADP
absel-1882	31	32	selling	selling	NOUN
absel-1882	31	33	skills	skill	NOUN
absel-1882	31	34	.	.	PUNCT
absel-1882	32	1	students	student	NOUN
absel-1882	32	2	can	can	AUX
absel-1882	32	3	be	be	AUX
absel-1882	32	4	taught	teach	VERB
absel-1882	32	5	effective	effective	ADJ
absel-1882	32	6	selling	selling	NOUN
absel-1882	32	7	skills	skill	NOUN
absel-1882	32	8	through	through	ADP
absel-1882	32	9	a	a	DET
absel-1882	32	10	fundamental	fundamental	ADJ
absel-1882	32	11	understanding	understanding	NOUN
absel-1882	32	12	of	of	ADP
absel-1882	32	13	behavioral	behavioral	ADJ
absel-1882	32	14	knowledge	knowledge	NOUN
absel-1882	32	15	,	,	PUNCT
absel-1882	32	16	microskills	microskill	NOUN
absel-1882	32	17	and	and	CCONJ
absel-1882	32	18	the	the	DET
absel-1882	32	19	elements	element	NOUN
absel-1882	32	20	of	of	ADP
absel-1882	32	21	the	the	DET
absel-1882	32	22	sales	sale	NOUN
absel-1882	32	23	process	process	NOUN
absel-1882	32	24	.	.	PUNCT
absel-1882	33	1	through	through	ADP
absel-1882	33	2	the	the	DET
absel-1882	33	3	counselor	counselor	NOUN
absel-1882	33	4	selling	selling	NOUN
absel-1882	33	5	approach	approach	NOUN
absel-1882	33	6	to	to	ADP
absel-1882	33	7	sales	sale	NOUN
absel-1882	33	8	training	training	NOUN
absel-1882	33	9	,	,	PUNCT
absel-1882	33	10	improved	improve	VERB
absel-1882	33	11	selling	selling	NOUN
absel-1882	33	12	skills	skill	NOUN
absel-1882	33	13	develop	develop	VERB
absel-1882	33	14	which	which	PRON
absel-1882	33	15	consequently	consequently	ADV
absel-1882	33	16	results	result	VERB
absel-1882	33	17	in	in	ADP
absel-1882	33	18	greater	great	ADJ
absel-1882	33	19	selling	selling	NOUN
absel-1882	33	20	success	success	NOUN
absel-1882	33	21	.	.	PUNCT
absel-1882	34	1	the	the	DET
absel-1882	34	2	following	follow	VERB
absel-1882	34	3	model	model	NOUN
absel-1882	34	4	(	(	PUNCT
absel-1882	34	5	illustration	illustration	NOUN
absel-1882	34	6	1	1	NUM
absel-1882	34	7	)	)	PUNCT
absel-1882	34	8	represents	represent	VERB
absel-1882	34	9	the	the	DET
absel-1882	34	10	concept	concept	NOUN
absel-1882	34	11	while	while	SCONJ
absel-1882	34	12	the	the	DET
absel-1882	34	13	text	text	NOUN
absel-1882	34	14	briefly	briefly	NOUN
absel-1882	34	15	introduces	introduce	VERB
absel-1882	34	16	the	the	DET
absel-1882	34	17	theory	theory	NOUN
absel-1882	34	18	.	.	PUNCT
absel-1882	35	1	later	later	ADV
absel-1882	35	2	,	,	PUNCT
absel-1882	35	3	some	some	DET
absel-1882	35	4	approaches	approach	NOUN
absel-1882	35	5	for	for	ADP
absel-1882	35	6	teaching	teach	VERB
absel-1882	35	7	these	these	DET
absel-1882	35	8	skills	skill	NOUN
absel-1882	35	9	are	be	AUX
absel-1882	35	10	discussed	discuss	VERB
absel-1882	35	11	.	.	PUNCT
absel-1882	36	1	personality	personality	NOUN
absel-1882	36	2	knowledge	knowledge	NOUN
absel-1882	36	3	buzzotta	buzzotta	PROPN
absel-1882	36	4	’s	’s	PART
absel-1882	36	5	dimensional	dimensional	ADJ
absel-1882	36	6	theory	theory	NOUN
absel-1882	36	7	to	to	PART
absel-1882	36	8	represent	represent	VERB
absel-1882	36	9	both	both	DET
absel-1882	36	10	sides	side	NOUN
absel-1882	36	11	of	of	ADP
absel-1882	36	12	the	the	DET
absel-1882	36	13	dyad	dyad	NOUN
absel-1882	36	14	,	,	PUNCT
absel-1882	36	15	two	two	NUM
absel-1882	36	16	personality	personality	NOUN
absel-1882	36	17	theories	theory	NOUN
absel-1882	36	18	are	be	AUX
absel-1882	36	19	presented	present	VERB
absel-1882	36	20	.	.	PUNCT
absel-1882	37	1	the	the	DET
absel-1882	37	2	“	"	PUNCT
absel-1882	37	3	ideal	ideal	ADJ
absel-1882	37	4	sales	sale	NOUN
absel-1882	37	5	persona	persona	NOUN
absel-1882	37	6	”	"	PUNCT
absel-1882	37	7	tetrad	tetrad	NOUN
absel-1882	37	8	,	,	PUNCT
absel-1882	37	9	discussed	discuss	VERB
absel-1882	37	10	later	later	ADV
absel-1882	37	11	,	,	PUNCT
absel-1882	37	12	represents	represent	VERB
absel-1882	37	13	the	the	DET
absel-1882	37	14	salesperson	salesperson	PROPN
absel-1882	37	15	’s	’s	PART
absel-1882	37	16	side	side	NOUN
absel-1882	37	17	of	of	ADP
absel-1882	37	18	the	the	DET
absel-1882	37	19	dyad	dyad	NOUN
absel-1882	37	20	,	,	PUNCT
absel-1882	37	21	while	while	SCONJ
absel-1882	37	22	buzzotta	buzzotta	NOUN
absel-1882	37	23	’s	’s	PART
absel-1882	37	24	dimensional	dimensional	ADJ
absel-1882	37	25	model	model	NOUN
absel-1882	37	26	(	(	PUNCT
absel-1882	37	27	1972	1972	NUM
absel-1882	37	28	)	)	PUNCT
absel-1882	37	29	explains	explain	VERB
absel-1882	37	30	the	the	DET
absel-1882	37	31	prospect	prospect	NOUN
absel-1882	37	32	’s	’s	PART
absel-1882	37	33	side	side	NOUN
absel-1882	37	34	of	of	ADP
absel-1882	37	35	the	the	DET
absel-1882	37	36	dyad	dyad	NOUN
absel-1882	37	37	.	.	PUNCT
absel-1882	38	1	buzzotta	buzzotta	NOUN
absel-1882	38	2	’s	’s	PART
absel-1882	38	3	model	model	NOUN
absel-1882	38	4	(	(	PUNCT
absel-1882	38	5	illustration	illustration	NOUN
absel-1882	38	6	2	2	NUM
absel-1882	38	7	)	)	PUNCT
absel-1882	38	8	suggests	suggest	VERB
absel-1882	38	9	that	that	SCONJ
absel-1882	38	10	all	all	DET
absel-1882	38	11	people	people	NOUN
absel-1882	38	12	,	,	PUNCT
absel-1882	38	13	although	although	SCONJ
absel-1882	38	14	unique	unique	ADJ
absel-1882	38	15	unto	unto	ADP
absel-1882	38	16	themselves	themselves	PRON
absel-1882	38	17	,	,	PUNCT
absel-1882	38	18	have	have	VERB
absel-1882	38	19	certain	certain	ADJ
absel-1882	38	20	repeating	repeat	VERB
absel-1882	38	21	patterns	pattern	NOUN
absel-1882	38	22	which	which	PRON
absel-1882	38	23	allow	allow	VERB
absel-1882	38	24	a	a	DET
absel-1882	38	25	salesperson	salesperson	NOUN
absel-1882	38	26	to	to	PART
absel-1882	38	27	arrive	arrive	VERB
absel-1882	38	28	at	at	ADP
absel-1882	38	29	preconceived	preconceived	ADJ
absel-1882	38	30	generalizations	generalization	NOUN
absel-1882	38	31	about	about	ADP
absel-1882	38	32	the	the	DET
absel-1882	38	33	prospect	prospect	NOUN
absel-1882	38	34	’s	’s	PART
absel-1882	38	35	psychogenic	psychogenic	ADJ
absel-1882	38	36	needs	need	NOUN
absel-1882	38	37	.	.	PUNCT
absel-1882	39	1	these	these	DET
absel-1882	39	2	patterns	pattern	NOUN
absel-1882	39	3	,	,	PUNCT
absel-1882	39	4	relating	relate	VERB
absel-1882	39	5	to	to	ADP
absel-1882	39	6	the	the	DET
absel-1882	39	7	dimensions	dimension	NOUN
absel-1882	39	8	of	of	ADP
absel-1882	39	9	dominance	dominance	NOUN
absel-1882	39	10	and	and	CCONJ
absel-1882	39	11	warmth	warmth	NOUN
absel-1882	39	12	,	,	PUNCT
absel-1882	39	13	form	form	VERB
absel-1882	39	14	the	the	DET
absel-1882	39	15	four	four	NUM
absel-1882	39	16	quadrants	quadrant	NOUN
absel-1882	39	17	of	of	ADP
absel-1882	39	18	personality	personality	NOUN
absel-1882	39	19	behavior	behavior	NOUN
absel-1882	39	20	,	,	PUNCT
absel-1882	39	21	q1	q1	PROPN
absel-1882	39	22	,	,	PUNCT
absel-1882	39	23	q2	q2	NOUN
absel-1882	39	24	,	,	PUNCT
absel-1882	39	25	q3	q3	PROPN
absel-1882	39	26	,	,	PUNCT
absel-1882	39	27	and	and	CCONJ
absel-1882	39	28	q4	q4	PROPN
absel-1882	39	29	.	.	PUNCT
absel-1882	40	1	a	a	DET
absel-1882	40	2	typological	typological	ADJ
absel-1882	40	3	description	description	NOUN
absel-1882	40	4	of	of	ADP
absel-1882	40	5	each	each	PRON
absel-1882	40	6	of	of	ADP
absel-1882	40	7	the	the	DET
absel-1882	40	8	four	four	NUM
absel-1882	40	9	types	type	NOUN
absel-1882	40	10	of	of	ADP
absel-1882	40	11	personality	personality	NOUN
absel-1882	40	12	behaviors	behavior	NOUN
absel-1882	40	13	will	will	AUX
absel-1882	40	14	follow	follow	VERB
absel-1882	40	15	illustration	illustration	NOUN
absel-1882	40	16	2	2	NUM
absel-1882	40	17	.	.	PUNCT
absel-1882	40	18	developments	development	NOUN
absel-1882	40	19	in	in	ADP
absel-1882	40	20	business	business	NOUN
absel-1882	40	21	simulation	simulation	NOUN
absel-1882	40	22	&	&	CCONJ
absel-1882	40	23	experiential	experiential	ADJ
absel-1882	40	24	exercises	exercise	NOUN
absel-1882	40	25	,	,	PUNCT
absel-1882	40	26	volume	volume	NOUN
absel-1882	40	27	16	16	NUM
absel-1882	40	28	,	,	PUNCT
absel-1882	40	29	1989	1989	NUM
absel-1882	40	30	146	146	NUM
absel-1882	40	31	recognizing	recognize	VERB
absel-1882	40	32	the	the	DET
absel-1882	40	33	prospect	prospect	PROPN
absel-1882	40	34	q1	q1	PROPN
absel-1882	40	35	(	(	PUNCT
absel-1882	40	36	dominant	dominant	ADJ
absel-1882	40	37	-	-	PUNCT
absel-1882	40	38	hostile	hostile	ADJ
absel-1882	40	39	)	)	PUNCT
absel-1882	40	40	personalities	personality	NOUN
absel-1882	40	41	are	be	AUX
absel-1882	40	42	easily	easily	ADV
absel-1882	40	43	recognized	recognize	VERB
absel-1882	40	44	by	by	ADP
absel-1882	40	45	their	their	PRON
absel-1882	40	46	loud	loud	NOUN
absel-1882	40	47	,	,	PUNCT
absel-1882	40	48	demanding	demanding	ADJ
absel-1882	40	49	and	and	CCONJ
absel-1882	40	50	forceful	forceful	ADJ
absel-1882	40	51	behavior	behavior	NOUN
absel-1882	40	52	.	.	PUNCT
absel-1882	41	1	driven	drive	VERB
absel-1882	41	2	by	by	ADP
absel-1882	41	3	their	their	PRON
absel-1882	41	4	need	need	NOUN
absel-1882	41	5	for	for	ADP
absel-1882	41	6	esteem	esteem	NOUN
absel-1882	41	7	and	and	CCONJ
absel-1882	41	8	independence	independence	NOUN
absel-1882	41	9	,	,	PUNCT
absel-1882	41	10	they	they	PRON
absel-1882	41	11	usually	usually	ADV
absel-1882	41	12	try	try	VERB
absel-1882	41	13	to	to	PART
absel-1882	41	14	impress	impress	VERB
absel-1882	41	15	others	other	NOUN
absel-1882	41	16	by	by	ADP
absel-1882	41	17	attempting	attempt	VERB
absel-1882	41	18	to	to	PART
absel-1882	41	19	control	control	VERB
absel-1882	41	20	every	every	DET
absel-1882	41	21	aspect	aspect	NOUN
absel-1882	41	22	of	of	ADP
absel-1882	41	23	their	their	PRON
absel-1882	41	24	environment	environment	NOUN
absel-1882	41	25	.	.	PUNCT
absel-1882	42	1	to	to	PART
absel-1882	42	2	effectively	effectively	ADV
absel-1882	42	3	work	work	VERB
absel-1882	42	4	with	with	ADP
absel-1882	42	5	a	a	DET
absel-1882	42	6	q1	q1	NOUN
absel-1882	42	7	,	,	PUNCT
absel-1882	42	8	meet	meet	VERB
absel-1882	42	9	him	he	PRON
absel-1882	42	10	at	at	ADP
absel-1882	42	11	his	his	PRON
absel-1882	42	12	higher	high	ADJ
absel-1882	42	13	level	level	NOUN
absel-1882	42	14	of	of	ADP
absel-1882	42	15	dominance	dominance	NOUN
absel-1882	42	16	by	by	ADP
absel-1882	42	17	not	not	PART
absel-1882	42	18	yielding	yield	VERB
absel-1882	42	19	to	to	ADP
absel-1882	42	20	him	he	PRON
absel-1882	42	21	,	,	PUNCT
absel-1882	42	22	yet	yet	ADV
absel-1882	42	23	,	,	PUNCT
absel-1882	42	24	appeal	appeal	VERB
absel-1882	42	25	to	to	ADP
absel-1882	42	26	his	his	PRON
absel-1882	42	27	esteem	esteem	NOUN
absel-1882	42	28	needs	need	VERB
absel-1882	42	29	by	by	ADP
absel-1882	42	30	letting	let	VERB
absel-1882	42	31	him	he	PRON
absel-1882	42	32	vent	vent	VERB
absel-1882	42	33	his	his	PRON
absel-1882	42	34	feelings	feeling	NOUN
absel-1882	42	35	.	.	PUNCT
absel-1882	43	1	once	once	SCONJ
absel-1882	43	2	the	the	DET
absel-1882	43	3	q1	q1	NOUN
absel-1882	43	4	realizes	realize	VERB
absel-1882	43	5	that	that	SCONJ
absel-1882	43	6	the	the	DET
absel-1882	43	7	salesperson	salesperson	NOUN
absel-1882	43	8	is	be	AUX
absel-1882	43	9	his	his	PRON
absel-1882	43	10	psychological	psychological	ADJ
absel-1882	43	11	equal	equal	ADJ
absel-1882	43	12	,	,	PUNCT
absel-1882	43	13	a	a	DET
absel-1882	43	14	meaningful	meaningful	ADJ
absel-1882	43	15	discussion	discussion	NOUN
absel-1882	43	16	can	can	AUX
absel-1882	43	17	ensue	ensue	VERB
absel-1882	43	18	.	.	PUNCT
absel-1882	44	1	q2	q2	NOUN
absel-1882	44	2	(	(	PUNCT
absel-1882	44	3	submissive	submissive	ADJ
absel-1882	44	4	-	-	PUNCT
absel-1882	44	5	hostile	hostile	NOUN
absel-1882	44	6	)	)	PUNCT
absel-1882	44	7	personalities	personality	NOUN
absel-1882	44	8	are	be	AUX
absel-1882	44	9	generally	generally	ADV
absel-1882	44	10	viewed	view	VERB
absel-1882	44	11	as	as	ADP
absel-1882	44	12	cold	cold	ADJ
absel-1882	44	13	,	,	PUNCT
absel-1882	44	14	aloof	aloof	ADJ
absel-1882	44	15	and	and	CCONJ
absel-1882	44	16	uncommunicative	uncommunicative	ADJ
absel-1882	44	17	.	.	PUNCT
absel-1882	45	1	q2	q2	PROPN
absel-1882	45	2	’s	’s	PART
absel-1882	45	3	are	be	AUX
absel-1882	45	4	easily	easily	ADV
absel-1882	45	5	recognized	recognize	VERB
absel-1882	45	6	by	by	ADP
absel-1882	45	7	their	their	PRON
absel-1882	45	8	laconic	laconic	ADJ
absel-1882	45	9	speech	speech	NOUN
absel-1882	45	10	,	,	PUNCT
absel-1882	45	11	responding	respond	VERB
absel-1882	45	12	to	to	ADP
absel-1882	45	13	questions	question	NOUN
absel-1882	45	14	with	with	ADP
absel-1882	45	15	short	short	ADJ
absel-1882	45	16	terse	terse	ADJ
absel-1882	45	17	answers	answer	NOUN
absel-1882	45	18	.	.	PUNCT
absel-1882	46	1	if	if	SCONJ
absel-1882	46	2	pressured	pressure	VERB
absel-1882	46	3	,	,	PUNCT
absel-1882	46	4	their	their	PRON
absel-1882	46	5	defense	defense	NOUN
absel-1882	46	6	is	be	AUX
absel-1882	46	7	to	to	PART
absel-1882	46	8	become	become	VERB
absel-1882	46	9	passive	passive	ADJ
absel-1882	46	10	,	,	PUNCT
absel-1882	46	11	or	or	CCONJ
absel-1882	46	12	almost	almost	ADV
absel-1882	46	13	detached	detach	VERB
absel-1882	46	14	during	during	ADP
absel-1882	46	15	a	a	DET
absel-1882	46	16	presentation	presentation	NOUN
absel-1882	46	17	.	.	PUNCT
absel-1882	47	1	as	as	ADP
absel-1882	47	2	cynics	cynic	NOUN
absel-1882	47	3	,	,	PUNCT
absel-1882	47	4	suffused	suffuse	VERB
absel-1882	47	5	in	in	ADP
absel-1882	47	6	pessimism	pessimism	NOUN
absel-1882	47	7	,	,	PUNCT
absel-1882	47	8	they	they	PRON
absel-1882	47	9	believe	believe	VERB
absel-1882	47	10	that	that	SCONJ
absel-1882	47	11	their	their	PRON
absel-1882	47	12	view	view	NOUN
absel-1882	47	13	of	of	ADP
absel-1882	47	14	the	the	DET
absel-1882	47	15	world	world	NOUN
absel-1882	47	16	is	be	AUX
absel-1882	47	17	realistic	realistic	ADJ
absel-1882	47	18	while	while	SCONJ
absel-1882	47	19	other	other	ADJ
absel-1882	47	20	people	people	NOUN
absel-1882	47	21	’s	’s	PART
absel-1882	47	22	views	view	NOUN
absel-1882	47	23	are	be	AUX
absel-1882	47	24	naive	naive	ADJ
absel-1882	47	25	.	.	PUNCT
absel-1882	48	1	to	to	PART
absel-1882	48	2	win	win	VERB
absel-1882	48	3	their	their	PRON
absel-1882	48	4	confidence	confidence	NOUN
absel-1882	48	5	,	,	PUNCT
absel-1882	48	6	approach	approach	VERB
absel-1882	48	7	them	they	PRON
absel-1882	48	8	in	in	ADP
absel-1882	48	9	a	a	DET
absel-1882	48	10	soft	soft	ADJ
absel-1882	48	11	,	,	PUNCT
absel-1882	48	12	humble	humble	ADJ
absel-1882	48	13	way	way	NOUN
absel-1882	48	14	while	while	SCONJ
absel-1882	48	15	asking	ask	VERB
absel-1882	48	16	wide	wide	ADJ
absel-1882	48	17	open	open	ADJ
absel-1882	48	18	-	-	PUNCT
absel-1882	48	19	ended	end	VERB
absel-1882	48	20	questions	question	NOUN
absel-1882	48	21	.	.	PUNCT
absel-1882	49	1	also	also	ADV
absel-1882	49	2	,	,	PUNCT
absel-1882	49	3	move	move	VERB
absel-1882	49	4	through	through	ADP
absel-1882	49	5	the	the	DET
absel-1882	49	6	sales	sale	NOUN
absel-1882	49	7	process	process	NOUN
absel-1882	49	8	slowly	slowly	ADV
absel-1882	49	9	and	and	CCONJ
absel-1882	49	10	deliberately	deliberately	ADV
absel-1882	49	11	.	.	PUNCT
absel-1882	50	1	should	should	AUX
absel-1882	50	2	this	this	DET
absel-1882	50	3	prospect	prospect	NOUN
absel-1882	50	4	care	care	VERB
absel-1882	50	5	to	to	PART
absel-1882	50	6	trust	trust	VERB
absel-1882	50	7	the	the	DET
absel-1882	50	8	salesperson	salesperson	NOUN
absel-1882	50	9	and	and	CCONJ
absel-1882	50	10	become	become	VERB
absel-1882	50	11	a	a	DET
absel-1882	50	12	customer	customer	NOUN
absel-1882	50	13	it	it	PRON
absel-1882	50	14	is	be	AUX
absel-1882	50	15	probable	probable	ADJ
absel-1882	50	16	that	that	SCONJ
absel-1882	50	17	it	it	PRON
absel-1882	50	18	will	will	AUX
absel-1882	50	19	develop	develop	VERB
absel-1882	50	20	into	into	ADP
absel-1882	50	21	a	a	DET
absel-1882	50	22	long	long	ADJ
absel-1882	50	23	term	term	NOUN
absel-1882	50	24	client	client	NOUN
absel-1882	50	25	.	.	PUNCT
absel-1882	51	1	q3	q3	PROPN
absel-1882	51	2	(	(	PUNCT
absel-1882	51	3	submissive	submissive	ADJ
absel-1882	51	4	-	-	PUNCT
absel-1882	51	5	warm	warm	ADJ
absel-1882	51	6	)	)	PUNCT
absel-1882	51	7	personalities	personality	NOUN
absel-1882	51	8	basically	basically	ADV
absel-1882	51	9	trust	trust	VERB
absel-1882	51	10	people	people	NOUN
absel-1882	51	11	and	and	CCONJ
absel-1882	51	12	like	like	ADP
absel-1882	51	13	their	their	PRON
absel-1882	51	14	fellow	fellow	ADJ
absel-1882	51	15	man	man	NOUN
absel-1882	51	16	.	.	PUNCT
absel-1882	52	1	since	since	SCONJ
absel-1882	52	2	the	the	DET
absel-1882	52	3	q3	q3	NOUN
absel-1882	52	4	is	be	AUX
absel-1882	52	5	driven	drive	VERB
absel-1882	52	6	by	by	ADP
absel-1882	52	7	his	his	PRON
absel-1882	52	8	social	social	ADJ
absel-1882	52	9	needs	need	NOUN
absel-1882	52	10	,	,	PUNCT
absel-1882	52	11	he	he	PRON
absel-1882	52	12	spends	spend	VERB
absel-1882	52	13	a	a	DET
absel-1882	52	14	great	great	ADJ
absel-1882	52	15	amount	amount	NOUN
absel-1882	52	16	of	of	ADP
absel-1882	52	17	time	time	NOUN
absel-1882	52	18	with	with	ADP
absel-1882	52	19	small	small	ADJ
absel-1882	52	20	talk	talk	NOUN
absel-1882	52	21	.	.	PUNCT
absel-1882	53	1	his	his	PRON
absel-1882	53	2	conversations	conversation	NOUN
absel-1882	53	3	are	be	AUX
absel-1882	53	4	usually	usually	ADV
absel-1882	53	5	unplanned	unplanned	ADJ
absel-1882	53	6	,	,	PUNCT
absel-1882	53	7	almost	almost	ADV
absel-1882	53	8	meandering	meander	VERB
absel-1882	53	9	in	in	ADP
absel-1882	53	10	nature	nature	NOUN
absel-1882	53	11	,	,	PUNCT
absel-1882	53	12	and	and	CCONJ
absel-1882	53	13	are	be	AUX
absel-1882	53	14	often	often	ADV
absel-1882	53	15	centered	center	VERB
absel-1882	53	16	around	around	ADP
absel-1882	53	17	people	people	NOUN
absel-1882	53	18	.	.	PUNCT
absel-1882	54	1	although	although	SCONJ
absel-1882	54	2	well	well	ADV
absel-1882	54	3	liked	like	VERB
absel-1882	54	4	,	,	PUNCT
absel-1882	54	5	because	because	SCONJ
absel-1882	54	6	they	they	PRON
absel-1882	54	7	genuinely	genuinely	ADV
absel-1882	54	8	like	like	VERB
absel-1882	54	9	and	and	CCONJ
absel-1882	54	10	trust	trust	VERB
absel-1882	54	11	others	other	NOUN
absel-1882	54	12	,	,	PUNCT
absel-1882	54	13	they	they	PRON
absel-1882	54	14	are	be	AUX
absel-1882	54	15	vulnerable	vulnerable	ADJ
absel-1882	54	16	to	to	ADP
absel-1882	54	17	exploitation	exploitation	NOUN
absel-1882	54	18	.	.	PUNCT
absel-1882	55	1	however	however	ADV
absel-1882	55	2	,	,	PUNCT
absel-1882	55	3	if	if	SCONJ
absel-1882	55	4	a	a	DET
absel-1882	55	5	q3	q3	NOUN
absel-1882	55	6	feels	feel	VERB
absel-1882	55	7	that	that	SCONJ
absel-1882	55	8	he	he	PRON
absel-1882	55	9	is	be	AUX
absel-1882	55	10	being	be	AUX
absel-1882	55	11	exploited	exploit	VERB
absel-1882	55	12	,	,	PUNCT
absel-1882	55	13	he	he	PRON
absel-1882	55	14	will	will	AUX
absel-1882	55	15	be	be	AUX
absel-1882	55	16	as	as	ADV
absel-1882	55	17	resistant	resistant	ADJ
absel-1882	55	18	as	as	ADP
absel-1882	55	19	any	any	DET
absel-1882	55	20	other	other	ADJ
absel-1882	55	21	prospect	prospect	NOUN
absel-1882	55	22	,	,	PUNCT
absel-1882	55	23	but	but	CCONJ
absel-1882	55	24	in	in	ADP
absel-1882	55	25	his	his	PRON
absel-1882	55	26	own	own	ADJ
absel-1882	55	27	disarming	disarming	NOUN
absel-1882	55	28	way	way	NOUN
absel-1882	55	29	.	.	PUNCT
absel-1882	56	1	his	his	PRON
absel-1882	56	2	defense	defense	NOUN
absel-1882	56	3	is	be	AUX
absel-1882	56	4	to	to	PART
absel-1882	56	5	becomes	become	VERB
absel-1882	56	6	even	even	ADV
absel-1882	56	7	more	more	ADV
absel-1882	56	8	likable	likable	ADJ
absel-1882	56	9	,	,	PUNCT
absel-1882	56	10	getting	get	VERB
absel-1882	56	11	out	out	ADP
absel-1882	56	12	of	of	ADP
absel-1882	56	13	situations	situation	NOUN
absel-1882	56	14	by	by	ADP
absel-1882	56	15	using	use	VERB
absel-1882	56	16	inoffensive	inoffensive	ADJ
absel-1882	56	17	alibis	alibis	NOUN
absel-1882	56	18	that	that	PRON
absel-1882	56	19	sound	sound	VERB
absel-1882	56	20	reasonable	reasonable	ADJ
absel-1882	56	21	.	.	PUNCT
absel-1882	57	1	a	a	DET
absel-1882	57	2	salesperson	salesperson	NOUN
absel-1882	57	3	can	can	AUX
absel-1882	57	4	waste	waste	VERB
absel-1882	57	5	much	much	ADJ
absel-1882	57	6	time	time	NOUN
absel-1882	57	7	thinking	think	VERB
absel-1882	57	8	that	that	SCONJ
absel-1882	57	9	this	this	PRON
absel-1882	57	10	is	be	AUX
absel-1882	57	11	a	a	DET
absel-1882	57	12	good	good	ADJ
absel-1882	57	13	prospect	prospect	NOUN
absel-1882	57	14	when	when	SCONJ
absel-1882	57	15	in	in	ADP
absel-1882	57	16	fact	fact	NOUN
absel-1882	57	17	he	he	PRON
absel-1882	57	18	may	may	AUX
absel-1882	57	19	not	not	PART
absel-1882	57	20	be	be	AUX
absel-1882	57	21	so	so	ADV
absel-1882	57	22	.	.	PUNCT
absel-1882	58	1	q4	q4	PROPN
absel-1882	58	2	(	(	PUNCT
absel-1882	58	3	dominant	dominant	ADJ
absel-1882	58	4	-	-	PUNCT
absel-1882	58	5	warm	warm	ADJ
absel-1882	58	6	)	)	PUNCT
absel-1882	58	7	personalities	personality	NOUN
absel-1882	58	8	elusively	elusively	ADV
absel-1882	58	9	adapt	adapt	VERB
absel-1882	58	10	to	to	ADP
absel-1882	58	11	situations	situation	NOUN
absel-1882	58	12	by	by	ADP
absel-1882	58	13	varying	vary	VERB
absel-1882	58	14	their	their	PRON
absel-1882	58	15	behavior	behavior	NOUN
absel-1882	58	16	.	.	PUNCT
absel-1882	59	1	driven	drive	VERB
absel-1882	59	2	by	by	ADP
absel-1882	59	3	a	a	DET
absel-1882	59	4	need	need	NOUN
absel-1882	59	5	for	for	ADP
absel-1882	59	6	independence	independence	NOUN
absel-1882	59	7	and	and	CCONJ
absel-1882	59	8	self	self	NOUN
absel-1882	59	9	-	-	PUNCT
absel-1882	59	10	actualization	actualization	NOUN
absel-1882	59	11	,	,	PUNCT
absel-1882	59	12	q4	q4	PROPN
absel-1882	59	13	’s	’s	PART
absel-1882	59	14	prefer	prefer	VERB
absel-1882	59	15	unstructured	unstructure	VERB
absel-1882	59	16	,	,	PUNCT
absel-1882	59	17	relaxed	relax	VERB
absel-1882	59	18	social	social	ADJ
absel-1882	59	19	settings	setting	NOUN
absel-1882	59	20	when	when	SCONJ
absel-1882	59	21	meeting	meet	VERB
absel-1882	59	22	with	with	ADP
absel-1882	59	23	people	people	NOUN
absel-1882	59	24	.	.	PUNCT
absel-1882	60	1	they	they	PRON
absel-1882	60	2	are	be	AUX
absel-1882	60	3	easily	easily	ADV
absel-1882	60	4	recognized	recognize	VERB
absel-1882	60	5	by	by	ADP
absel-1882	60	6	their	their	PRON
absel-1882	60	7	collaborative	collaborative	ADJ
absel-1882	60	8	leadership	leadership	NOUN
absel-1882	60	9	style	style	NOUN
absel-1882	60	10	,	,	PUNCT
absel-1882	60	11	they	they	PRON
absel-1882	60	12	try	try	VERB
absel-1882	60	13	to	to	PART
absel-1882	60	14	assure	assure	VERB
absel-1882	60	15	that	that	SCONJ
absel-1882	60	16	the	the	DET
absel-1882	60	17	conversation	conversation	NOUN
absel-1882	60	18	is	be	AUX
absel-1882	60	19	a	a	DET
absel-1882	60	20	two	two	NUM
absel-1882	60	21	-	-	PUNCT
absel-1882	60	22	way	way	NOUN
absel-1882	60	23	interaction	interaction	NOUN
absel-1882	60	24	by	by	ADP
absel-1882	60	25	extending	extend	VERB
absel-1882	60	26	mutual	mutual	ADJ
absel-1882	60	27	respect	respect	NOUN
absel-1882	60	28	.	.	PUNCT
absel-1882	61	1	q4	q4	PROPN
absel-1882	61	2	’s	’s	PART
absel-1882	61	3	appreciate	appreciate	ADJ
absel-1882	61	4	professionalism	professionalism	NOUN
absel-1882	61	5	,	,	PUNCT
absel-1882	61	6	equating	equate	VERB
absel-1882	61	7	it	it	PRON
absel-1882	61	8	with	with	ADP
absel-1882	61	9	expertness	expertness	NOUN
absel-1882	61	10	.	.	PUNCT
absel-1882	62	1	to	to	PART
absel-1882	62	2	effectively	effectively	ADV
absel-1882	62	3	work	work	VERB
absel-1882	62	4	with	with	ADP
absel-1882	62	5	a	a	DET
absel-1882	62	6	q4	q4	NOUN
absel-1882	62	7	,	,	PUNCT
absel-1882	62	8	it	it	PRON
absel-1882	62	9	is	be	AUX
absel-1882	62	10	important	important	ADJ
absel-1882	62	11	to	to	PART
absel-1882	62	12	gain	gain	VERB
absel-1882	62	13	his	his	PRON
absel-1882	62	14	respect	respect	NOUN
absel-1882	62	15	by	by	ADP
absel-1882	62	16	first	first	ADV
absel-1882	62	17	matching	match	VERB
absel-1882	62	18	his	his	PRON
absel-1882	62	19	dominance	dominance	NOUN
absel-1882	62	20	level	level	NOUN
absel-1882	62	21	,	,	PUNCT
absel-1882	62	22	maintaining	maintain	VERB
absel-1882	62	23	a	a	DET
absel-1882	62	24	sense	sense	NOUN
absel-1882	62	25	of	of	ADP
absel-1882	62	26	warmth	warmth	NOUN
absel-1882	62	27	and	and	CCONJ
absel-1882	62	28	respect	respect	NOUN
absel-1882	62	29	,	,	PUNCT
absel-1882	62	30	and	and	CCONJ
absel-1882	62	31	knowing	know	VERB
absel-1882	62	32	the	the	DET
absel-1882	62	33	subject	subject	NOUN
absel-1882	62	34	matter	matter	NOUN
absel-1882	62	35	well	well	ADV
absel-1882	62	36	.	.	PUNCT
absel-1882	63	1	thereafter	thereafter	ADV
absel-1882	63	2	,	,	PUNCT
absel-1882	63	3	the	the	DET
absel-1882	63	4	sale	sale	NOUN
absel-1882	63	5	may	may	AUX
absel-1882	63	6	be	be	AUX
absel-1882	63	7	actualized	actualize	VERB
absel-1882	63	8	through	through	ADP
absel-1882	63	9	effective	effective	ADJ
absel-1882	63	10	selling	selling	NOUN
absel-1882	63	11	skills	skill	NOUN
absel-1882	63	12	and	and	CCONJ
absel-1882	63	13	the	the	DET
absel-1882	63	14	merits	merit	NOUN
absel-1882	63	15	of	of	ADP
absel-1882	63	16	the	the	DET
absel-1882	63	17	product	product	NOUN
absel-1882	63	18	.	.	PUNCT
absel-1882	64	1	connecting	connect	VERB
absel-1882	64	2	the	the	DET
absel-1882	64	3	prospect	prospect	NOUN
absel-1882	64	4	to	to	PART
absel-1882	64	5	needs	need	VERB
absel-1882	64	6	the	the	DET
absel-1882	64	7	basic	basic	ADJ
absel-1882	64	8	premise	premise	NOUN
absel-1882	64	9	is	be	AUX
absel-1882	64	10	that	that	SCONJ
absel-1882	64	11	psychogenic	psychogenic	ADJ
absel-1882	64	12	needs	need	NOUN
absel-1882	64	13	precede	precede	NOUN
absel-1882	64	14	behavior	behavior	NOUN
absel-1882	64	15	,	,	PUNCT
absel-1882	64	16	if	if	SCONJ
absel-1882	64	17	this	this	PRON
absel-1882	64	18	is	be	AUX
absel-1882	64	19	true	true	ADJ
absel-1882	64	20	,	,	PUNCT
absel-1882	64	21	then	then	ADV
absel-1882	64	22	the	the	DET
absel-1882	64	23	salesperson	salesperson	NOUN
absel-1882	64	24	need	need	AUX
absel-1882	64	25	only	only	ADV
absel-1882	64	26	observe	observe	VERB
absel-1882	64	27	and	and	CCONJ
absel-1882	64	28	analyze	analyze	VERB
absel-1882	64	29	the	the	DET
absel-1882	64	30	prospect	prospect	NOUN
absel-1882	64	31	’s	’s	PART
absel-1882	64	32	behavior	behavior	NOUN
absel-1882	64	33	and	and	CCONJ
absel-1882	64	34	deduce	deduce	VERB
absel-1882	64	35	the	the	DET
absel-1882	64	36	prospect	prospect	NOUN
absel-1882	64	37	’s	’s	PART
absel-1882	64	38	psychogenic	psychogenic	ADJ
absel-1882	64	39	needs	need	NOUN
absel-1882	64	40	by	by	ADP
absel-1882	64	41	connecting	connect	VERB
absel-1882	64	42	it	it	PRON
absel-1882	64	43	to	to	ADP
absel-1882	64	44	maslow	maslow	NOUN
absel-1882	64	45	’s	’s	PART
absel-1882	64	46	hierarchy	hierarchy	NOUN
absel-1882	64	47	of	of	ADP
absel-1882	64	48	needs	need	NOUN
absel-1882	64	49	.	.	PUNCT
absel-1882	65	1	this	this	PRON
absel-1882	65	2	allows	allow	VERB
absel-1882	65	3	the	the	DET
absel-1882	65	4	salesperson	salesperson	NOUN
absel-1882	65	5	to	to	PART
absel-1882	65	6	better	well	ADV
absel-1882	65	7	understand	understand	VERB
absel-1882	65	8	the	the	DET
absel-1882	65	9	prospect	prospect	NOUN
absel-1882	65	10	’s	’s	PART
absel-1882	65	11	basic	basic	ADJ
absel-1882	65	12	psychogenic	psychogenic	ADJ
absel-1882	65	13	needs	need	NOUN
absel-1882	65	14	in	in	ADP
absel-1882	65	15	advance	advance	NOUN
absel-1882	65	16	of	of	ADP
absel-1882	65	17	the	the	DET
absel-1882	65	18	presentation	presentation	NOUN
absel-1882	65	19	.	.	PUNCT
absel-1882	66	1	this	this	DET
absel-1882	66	2	approach	approach	NOUN
absel-1882	66	3	has	have	VERB
absel-1882	66	4	he	he	PRON
absel-1882	66	5	advantage	advantage	NOUN
absel-1882	66	6	of	of	ADP
absel-1882	66	7	allowing	allow	VERB
absel-1882	66	8	the	the	DET
absel-1882	66	9	salesperson	salesperson	NOUN
absel-1882	66	10	to	to	PART
absel-1882	66	11	adapt	adapt	VERB
absel-1882	66	12	his	his	PRON
absel-1882	66	13	presentation	presentation	NOUN
absel-1882	66	14	to	to	PART
absel-1882	66	15	meet	meet	VERB
absel-1882	66	16	those	those	DET
absel-1882	66	17	needs	need	NOUN
absel-1882	66	18	.	.	PUNCT
absel-1882	67	1	this	this	PRON
absel-1882	67	2	is	be	AUX
absel-1882	67	3	represented	represent	VERB
absel-1882	67	4	in	in	ADP
absel-1882	67	5	illustration	illustration	NOUN
absel-1882	67	6	3	3	NUM
absel-1882	67	7	.	.	PUNCT
absel-1882	68	1	the	the	DET
absel-1882	68	2	“	"	PUNCT
absel-1882	68	3	ideal	ideal	ADJ
absel-1882	68	4	”	"	PUNCT
absel-1882	68	5	sales	sale	NOUN
absel-1882	68	6	persona	persona	NOUN
absel-1882	68	7	equally	equally	ADV
absel-1882	68	8	important	important	ADJ
absel-1882	68	9	to	to	ADP
absel-1882	68	10	understanding	understand	VERB
absel-1882	68	11	the	the	DET
absel-1882	68	12	prospect	prospect	NOUN
absel-1882	68	13	,	,	PUNCT
absel-1882	68	14	the	the	DET
absel-1882	68	15	salesperson	salesperson	NOUN
absel-1882	68	16	must	must	AUX
absel-1882	68	17	understand	understand	VERB
absel-1882	68	18	himself	himself	PRON
absel-1882	68	19	as	as	ADV
absel-1882	68	20	well	well	ADV
absel-1882	68	21	.	.	PUNCT
absel-1882	69	1	the	the	DET
absel-1882	69	2	following	follow	VERB
absel-1882	69	3	four	four	NUM
absel-1882	69	4	elements	element	NOUN
absel-1882	69	5	comprise	comprise	VERB
absel-1882	69	6	the	the	DET
absel-1882	69	7	“	"	PUNCT
absel-1882	69	8	ideal	ideal	ADJ
absel-1882	69	9	”	"	PUNCT
absel-1882	69	10	sales	sale	NOUN
absel-1882	69	11	persona	persona	NOUN
absel-1882	69	12	(	(	PUNCT
absel-1882	69	13	according	accord	VERB
absel-1882	69	14	to	to	ADP
absel-1882	69	15	this	this	DET
absel-1882	69	16	author	author	NOUN
absel-1882	69	17	)	)	PUNCT
absel-1882	69	18	;	;	PUNCT
absel-1882	69	19	1	1	X
absel-1882	69	20	.	.	X
absel-1882	69	21	empathetic	empathetic	ADJ
absel-1882	69	22	parent	parent	NOUN
absel-1882	69	23	ego	ego	NOUN
absel-1882	69	24	state	state	NOUN
absel-1882	69	25	2	2	NUM
absel-1882	69	26	.	.	PUNCT
absel-1882	69	27	multi	multi	ADJ
absel-1882	69	28	ego	ego	ADJ
absel-1882	69	29	state	state	NOUN
absel-1882	69	30	3	3	NUM
absel-1882	69	31	.	.	NOUN
absel-1882	69	32	dominance	dominance	NOUN
absel-1882	69	33	adjustment	adjustment	NOUN
absel-1882	69	34	control	control	NOUN
absel-1882	69	35	4	4	NUM
absel-1882	69	36	.	.	PUNCT
absel-1882	69	37	tyrodynamic	tyrodynamic	ADJ
absel-1882	69	38	behavior	behavior	NOUN
absel-1882	69	39	the	the	DET
absel-1882	69	40	parent	parent	NOUN
absel-1882	69	41	,	,	PUNCT
absel-1882	69	42	adult	adult	NOUN
absel-1882	69	43	,	,	PUNCT
absel-1882	69	44	and	and	CCONJ
absel-1882	69	45	child	child	NOUN
absel-1882	69	46	are	be	AUX
absel-1882	69	47	three	three	NUM
absel-1882	69	48	ego	ego	ADJ
absel-1882	69	49	states	state	NOUN
absel-1882	69	50	described	describe	VERB
absel-1882	69	51	by	by	ADP
absel-1882	69	52	dr	dr	PROPN
absel-1882	69	53	.	.	PROPN
absel-1882	69	54	eric	eric	PROPN
absel-1882	69	55	berne	berne	PROPN
absel-1882	69	56	’s	’s	PART
absel-1882	69	57	(	(	PUNCT
absel-1882	69	58	1964	1964	NUM
absel-1882	69	59	)	)	PUNCT
absel-1882	69	60	transactional	transactional	ADJ
absel-1882	69	61	analysis	analysis	NOUN
absel-1882	69	62	theory	theory	NOUN
absel-1882	69	63	.	.	PUNCT
absel-1882	70	1	the	the	DET
absel-1882	70	2	theory	theory	NOUN
absel-1882	70	3	suggests	suggest	VERB
absel-1882	70	4	that	that	SCONJ
absel-1882	70	5	each	each	DET
absel-1882	70	6	individual	individual	NOUN
absel-1882	70	7	can	can	AUX
absel-1882	70	8	determine	determine	VERB
absel-1882	70	9	which	which	DET
absel-1882	70	10	ego	ego	NOUN
absel-1882	70	11	state	state	NOUN
absel-1882	70	12	controls	control	VERB
absel-1882	70	13	his	his	PRON
absel-1882	70	14	person	person	NOUN
absel-1882	70	15	at	at	ADP
absel-1882	70	16	any	any	DET
absel-1882	70	17	specific	specific	ADJ
absel-1882	70	18	time	time	NOUN
absel-1882	70	19	.	.	PUNCT
absel-1882	71	1	the	the	DET
absel-1882	71	2	premise	premise	NOUN
absel-1882	71	3	is	be	AUX
absel-1882	71	4	that	that	SCONJ
absel-1882	71	5	the	the	DET
absel-1882	71	6	adult	adult	NOUN
absel-1882	71	7	ego	ego	NOUN
absel-1882	71	8	can	can	AUX
absel-1882	71	9	control	control	VERB
absel-1882	71	10	which	which	DET
absel-1882	71	11	behavior	behavior	NOUN
absel-1882	71	12	personifies	personify	VERB
absel-1882	71	13	a	a	DET
absel-1882	71	14	message	message	NOUN
absel-1882	71	15	.	.	PUNCT
absel-1882	72	1	generally	generally	ADV
absel-1882	72	2	,	,	PUNCT
absel-1882	72	3	,	,	PUNCT
absel-1882	72	4	during	during	ADP
absel-1882	72	5	a	a	DET
absel-1882	72	6	sales	sale	NOUN
absel-1882	72	7	presentation	presentation	NOUN
absel-1882	72	8	,	,	PUNCT
absel-1882	72	9	the	the	DET
absel-1882	72	10	adult	adult	NOUN
absel-1882	72	11	ego	ego	NOUN
absel-1882	72	12	should	should	AUX
absel-1882	72	13	only	only	ADV
absel-1882	72	14	allow	allow	VERB
absel-1882	72	15	the	the	DET
absel-1882	72	16	empathetic	empathetic	ADJ
absel-1882	72	17	parent	parent	NOUN
absel-1882	72	18	,	,	PUNCT
absel-1882	72	19	which	which	PRON
absel-1882	72	20	delivers	deliver	VERB
absel-1882	72	21	warm	warm	ADJ
absel-1882	72	22	messages	message	NOUN
absel-1882	72	23	,	,	PUNCT
absel-1882	72	24	and	and	CCONJ
absel-1882	72	25	the	the	DET
absel-1882	72	26	adult	adult	NOUN
absel-1882	72	27	,	,	PUNCT
absel-1882	72	28	which	which	PRON
absel-1882	72	29	delivers	deliver	VERB
absel-1882	72	30	unemotional	unemotional	ADJ
absel-1882	72	31	messages	message	NOUN
absel-1882	72	32	,	,	PUNCT
absel-1882	72	33	to	to	PART
absel-1882	72	34	manifest	manifest	VERB
absel-1882	72	35	themselves	themselves	PRON
absel-1882	72	36	.	.	PUNCT
absel-1882	73	1	the	the	DET
absel-1882	73	2	remaining	remain	VERB
absel-1882	73	3	ego	ego	ADJ
absel-1882	73	4	states	state	NOUN
absel-1882	73	5	should	should	AUX
absel-1882	73	6	be	be	AUX
absel-1882	73	7	suppressed	suppress	VERB
absel-1882	73	8	.	.	PUNCT
absel-1882	74	1	this	this	DET
absel-1882	74	2	author	author	NOUN
absel-1882	74	3	contends	contend	VERB
absel-1882	74	4	that	that	SCONJ
absel-1882	74	5	dominance	dominance	NOUN
absel-1882	74	6	adjustment	adjustment	NOUN
absel-1882	74	7	control	control	NOUN
absel-1882	74	8	(	(	PUNCT
absel-1882	74	9	simulating	simulate	VERB
absel-1882	74	10	the	the	DET
absel-1882	74	11	prospect	prospect	NOUN
absel-1882	74	12	’s	’s	PART
absel-1882	74	13	dominance	dominance	NOUN
absel-1882	74	14	level	level	NOUN
absel-1882	74	15	)	)	PUNCT
absel-1882	74	16	is	be	AUX
absel-1882	74	17	the	the	DET
absel-1882	74	18	third	third	ADJ
absel-1882	74	19	element	element	NOUN
absel-1882	74	20	of	of	ADP
absel-1882	74	21	the	the	DET
absel-1882	74	22	“	"	PUNCT
absel-1882	74	23	ideal	ideal	ADJ
absel-1882	74	24	sales	sale	NOUN
absel-1882	74	25	persona	persona	NOUN
absel-1882	74	26	.	.	PUNCT
absel-1882	75	1	for	for	SCONJ
absel-1882	75	2	respect	respect	NOUN
absel-1882	75	3	to	to	PART
absel-1882	75	4	occur	occur	VERB
absel-1882	75	5	,	,	PUNCT
absel-1882	75	6	a	a	DET
absel-1882	75	7	salesperson	salesperson	NOUN
absel-1882	75	8	must	must	AUX
absel-1882	75	9	“	"	PUNCT
absel-1882	75	10	adjust	adjust	VERB
absel-1882	75	11	”	"	PUNCT
absel-1882	75	12	his	his	PRON
absel-1882	75	13	dominance	dominance	NOUN
absel-1882	75	14	level	level	NOUN
absel-1882	75	15	up	up	ADP
absel-1882	75	16	or	or	CCONJ
absel-1882	75	17	down	down	ADP
absel-1882	75	18	tyrodramatic	tyrodramatic	ADJ
absel-1882	75	19	behavior	behavior	NOUN
absel-1882	75	20	(	(	PUNCT
absel-1882	75	21	acting	act	VERB
absel-1882	75	22	naïve	naïve	ADJ
absel-1882	75	23	and	and	CCONJ
absel-1882	75	24	in	in	ADP
absel-1882	75	25	need	need	NOUN
absel-1882	75	26	of	of	ADP
absel-1882	75	27	more	more	ADJ
absel-1882	75	28	help	help	NOUN
absel-1882	75	29	)	)	PUNCT
absel-1882	76	1	is	be	AUX
absel-1882	76	2	the	the	DET
absel-1882	76	3	last	last	ADJ
absel-1882	76	4	element	element	NOUN
absel-1882	76	5	of	of	ADP
absel-1882	76	6	the	the	DET
absel-1882	76	7	“	"	PUNCT
absel-1882	76	8	ideal	ideal	ADJ
absel-1882	76	9	”	"	PUNCT
absel-1882	76	10	sales	sale	NOUN
absel-1882	76	11	persona	persona	NOUN
absel-1882	76	12	tetrad	tetrad	NOUN
absel-1882	76	13	.	.	PUNCT
absel-1882	77	1	asking	ask	VERB
absel-1882	77	2	question	question	NOUN
absel-1882	77	3	tyrodramtically	tyrodramtically	ADV
absel-1882	77	4	appeals	appeal	NOUN
absel-1882	77	5	to	to	ADP
absel-1882	77	6	man	man	NOUN
absel-1882	77	7	’s	’s	PART
absel-1882	77	8	basic	basic	ADJ
absel-1882	77	9	instinct	instinct	NOUN
absel-1882	77	10	of	of	ADP
absel-1882	77	11	helping	help	VERB
absel-1882	77	12	.	.	PUNCT
absel-1882	78	1	effective	effective	ADJ
absel-1882	78	2	use	use	NOUN
absel-1882	78	3	of	of	ADP
absel-1882	78	4	this	this	DET
absel-1882	78	5	persona	persona	NOUN
absel-1882	78	6	evokes	evoke	VERB
absel-1882	78	7	emotional	emotional	ADJ
absel-1882	78	8	involvement	involvement	NOUN
absel-1882	78	9	and	and	CCONJ
absel-1882	78	10	compels	compel	VERB
absel-1882	78	11	the	the	DET
absel-1882	78	12	prospect	prospect	NOUN
absel-1882	78	13	to	to	PART
absel-1882	78	14	be	be	AUX
absel-1882	78	15	more	more	ADV
absel-1882	78	16	explicit	explicit	ADJ
absel-1882	78	17	with	with	ADP
absel-1882	78	18	his	his	PRON
absel-1882	78	19	answers	answer	NOUN
absel-1882	78	20	.	.	PUNCT
absel-1882	79	1	however	however	ADV
absel-1882	79	2	,	,	PUNCT
absel-1882	79	3	behavioral	behavioral	ADJ
absel-1882	79	4	knowledge	knowledge	NOUN
absel-1882	79	5	alone	alone	ADV
absel-1882	79	6	is	be	AUX
absel-1882	79	7	insufficient	insufficient	ADJ
absel-1882	79	8	to	to	PART
absel-1882	79	9	make	make	VERB
absel-1882	79	10	a	a	DET
absel-1882	79	11	person	person	NOUN
absel-1882	79	12	an	an	DET
absel-1882	79	13	effective	effective	ADJ
absel-1882	79	14	salesperson	salesperson	NOUN
absel-1882	79	15	.	.	PUNCT
absel-1882	80	1	to	to	PART
absel-1882	80	2	be	be	AUX
absel-1882	80	3	truly	truly	ADV
absel-1882	80	4	effective	effective	ADJ
absel-1882	80	5	,	,	PUNCT
absel-1882	80	6	the	the	DET
absel-1882	80	7	salesperson	salesperson	NOUN
absel-1882	80	8	must	must	AUX
absel-1882	80	9	also	also	ADV
absel-1882	80	10	internalize	internalize	VERB
absel-1882	80	11	various	various	ADJ
absel-1882	80	12	microskills	microskill	NOUN
absel-1882	80	13	,	,	PUNCT
absel-1882	80	14	naturally	naturally	ADV
absel-1882	80	15	merging	merge	VERB
absel-1882	80	16	them	they	PRON
absel-1882	80	17	with	with	ADP
absel-1882	80	18	the	the	DET
absel-1882	80	19	four	four	NUM
absel-1882	80	20	component	component	NOUN
absel-1882	80	21	personas	persona	NOUN
absel-1882	80	22	.	.	PUNCT
absel-1882	81	1	developments	development	NOUN
absel-1882	81	2	in	in	ADP
absel-1882	81	3	business	business	NOUN
absel-1882	81	4	simulation	simulation	NOUN
absel-1882	81	5	&	&	CCONJ
absel-1882	81	6	experiential	experiential	ADJ
absel-1882	81	7	exercises	exercise	NOUN
absel-1882	81	8	,	,	PUNCT
absel-1882	81	9	volume	volume	NOUN
absel-1882	81	10	16	16	NUM
absel-1882	81	11	,	,	PUNCT
absel-1882	81	12	1989	1989	NUM
absel-1882	81	13	147	147	NUM
absel-1882	81	14	microskills	microskill	NOUN
absel-1882	81	15	a	a	DET
absel-1882	81	16	microskill	microskill	NOUN
absel-1882	81	17	is	be	AUX
absel-1882	81	18	an	an	DET
absel-1882	81	19	identifiable	identifiable	ADJ
absel-1882	81	20	discrete	discrete	ADJ
absel-1882	81	21	behavioral	behavioral	ADJ
absel-1882	81	22	unit	unit	NOUN
absel-1882	81	23	,	,	PUNCT
absel-1882	81	24	including	include	VERB
absel-1882	81	25	verbal	verbal	ADJ
absel-1882	81	26	and/or	and/or	CCONJ
absel-1882	81	27	bodily	bodily	ADJ
absel-1882	81	28	gestures	gesture	NOUN
absel-1882	81	29	,	,	PUNCT
absel-1882	81	30	which	which	PRON
absel-1882	81	31	facilitates	facilitate	VERB
absel-1882	81	32	interpersonal	interpersonal	ADJ
absel-1882	81	33	communication	communication	NOUN
absel-1882	81	34	.	.	PUNCT
absel-1882	82	1	although	although	SCONJ
absel-1882	82	2	very	very	ADV
absel-1882	82	3	little	little	ADJ
absel-1882	82	4	is	be	AUX
absel-1882	82	5	written	write	VERB
absel-1882	82	6	about	about	ADP
absel-1882	82	7	microskills	microskill	NOUN
absel-1882	82	8	for	for	ADP
absel-1882	82	9	the	the	DET
absel-1882	82	10	field	field	NOUN
absel-1882	82	11	of	of	ADP
absel-1882	82	12	selling	selling	NOUN
absel-1882	82	13	,	,	PUNCT
absel-1882	82	14	much	much	ADJ
absel-1882	82	15	work	work	NOUN
absel-1882	82	16	has	have	AUX
absel-1882	82	17	been	be	AUX
absel-1882	82	18	done	do	VERB
absel-1882	82	19	by	by	ADP
absel-1882	82	20	dr	dr	PROPN
absel-1882	82	21	.	.	PROPN
absel-1882	82	22	alien	alien	PROPN
absel-1882	82	23	ivey	ivey	PROPN
absel-1882	82	24	(	(	PUNCT
absel-1882	82	25	1971	1971	NUM
absel-1882	82	26	)	)	PUNCT
absel-1882	82	27	,	,	PUNCT
absel-1882	82	28	for	for	ADP
absel-1882	82	29	the	the	DET
absel-1882	82	30	help	help	NOUN
absel-1882	82	31	field	field	NOUN
absel-1882	82	32	of	of	ADP
absel-1882	82	33	counseling	counseling	NOUN
absel-1882	82	34	.	.	PUNCT
absel-1882	83	1	dr	dr	PROPN
absel-1882	83	2	.	.	PROPN
absel-1882	83	3	ivey	ivey	PROPN
absel-1882	83	4	explicitly	explicitly	ADV
absel-1882	83	5	describes	describe	VERB
absel-1882	83	6	twelve	twelve	NUM
absel-1882	83	7	separate	separate	ADJ
absel-1882	83	8	microskills	microskill	NOUN
absel-1882	83	9	,	,	PUNCT
absel-1882	83	10	however	however	ADV
absel-1882	83	11	,	,	PUNCT
absel-1882	83	12	not	not	PART
absel-1882	83	13	all	all	PRON
absel-1882	83	14	of	of	ADP
absel-1882	83	15	them	they	PRON
absel-1882	83	16	are	be	AUX
absel-1882	83	17	as	as	ADV
absel-1882	83	18	applicable	applicable	ADJ
absel-1882	83	19	to	to	ADP
absel-1882	83	20	selling	sell	VERB
absel-1882	83	21	as	as	SCONJ
absel-1882	83	22	they	they	PRON
absel-1882	83	23	are	be	AUX
absel-1882	83	24	to	to	ADP
absel-1882	83	25	counseling	counseling	NOUN
absel-1882	83	26	.	.	PUNCT
absel-1882	84	1	besides	besides	SCONJ
absel-1882	84	2	ivey	ivey	VERB
absel-1882	84	3	’	'	PUNCT
absel-1882	84	4	s	s	PART
absel-1882	84	5	microskills	microskill	NOUN
absel-1882	84	6	,	,	PUNCT
absel-1882	84	7	additional	additional	ADJ
absel-1882	84	8	microskills	microskill	NOUN
absel-1882	84	9	(	(	PUNCT
absel-1882	84	10	such	such	ADJ
absel-1882	84	11	as	as	ADP
absel-1882	84	12	reversing	reverse	VERB
absel-1882	84	13	,	,	PUNCT
absel-1882	84	14	reiterating	reiterate	VERB
absel-1882	84	15	,	,	PUNCT
absel-1882	84	16	acknowledging	acknowledging	NOUN
absel-1882	84	17	,	,	PUNCT
absel-1882	84	18	etc	etc	X
absel-1882	84	19	.	.	X
absel-1882	84	20	)	)	PUNCT
absel-1882	84	21	,	,	PUNCT
absel-1882	84	22	techniques	technique	NOUN
absel-1882	84	23	and	and	CCONJ
absel-1882	84	24	strategies	strategy	NOUN
absel-1882	84	25	are	be	AUX
absel-1882	84	26	thoroughly	thoroughly	ADV
absel-1882	84	27	documented	document	VERB
absel-1882	84	28	and	and	CCONJ
absel-1882	84	29	further	far	ADV
absel-1882	84	30	explained	explain	VERB
absel-1882	84	31	throughout	throughout	ADP
absel-1882	84	32	chapter	chapter	NOUN
absel-1882	84	33	4	4	NUM
absel-1882	84	34	in	in	ADP
absel-1882	84	35	the	the	DET
absel-1882	84	36	doctoral	doctoral	ADJ
absel-1882	84	37	thesis	thesis	NOUN
absel-1882	84	38	counselor	counselor	NOUN
absel-1882	84	39	selling	selling	NOUN
absel-1882	84	40	(	(	PUNCT
absel-1882	84	41	decormier	decormier	NOUN
absel-1882	84	42	1988	1988	NUM
absel-1882	84	43	)	)	PUNCT
absel-1882	84	44	.	.	PUNCT
absel-1882	85	1	presently	presently	ADV
absel-1882	85	2	,	,	PUNCT
absel-1882	85	3	in	in	ADP
absel-1882	85	4	addition	addition	NOUN
absel-1882	85	5	to	to	ADP
absel-1882	85	6	the	the	DET
absel-1882	85	7	microskills	microskill	NOUN
absel-1882	85	8	,	,	PUNCT
absel-1882	85	9	two	two	NUM
absel-1882	85	10	major	major	ADJ
absel-1882	85	11	strategies	strategy	NOUN
absel-1882	85	12	,	,	PUNCT
absel-1882	85	13	attitudinal	attitudinal	ADJ
absel-1882	85	14	advocacy	advocacy	NOUN
absel-1882	85	15	and	and	CCONJ
absel-1882	85	16	counter	counter	NOUN
absel-1882	85	17	attitudinal	attitudinal	ADJ
absel-1882	85	18	advocacy	advocacy	NOUN
absel-1882	85	19	disturbing	disturb	VERB
absel-1882	85	20	(	(	PUNCT
absel-1882	85	21	caading	caade	VERB
absel-1882	85	22	)	)	PUNCT
absel-1882	85	23	are	be	AUX
absel-1882	85	24	designed	design	VERB
absel-1882	85	25	to	to	PART
absel-1882	85	26	deal	deal	VERB
absel-1882	85	27	with	with	ADP
absel-1882	85	28	positive	positive	ADJ
absel-1882	85	29	and	and	CCONJ
absel-1882	85	30	negative	negative	ADJ
absel-1882	85	31	influences	influence	NOUN
absel-1882	85	32	respectively	respectively	ADV
absel-1882	85	33	(	(	PUNCT
absel-1882	85	34	miller	miller	PROPN
absel-1882	85	35	1969	1969	NUM
absel-1882	85	36	;	;	PUNCT
absel-1882	85	37	miller	miller	PROPN
absel-1882	85	38	&	&	CCONJ
absel-1882	85	39	burgoon	burgoon	PROPN
absel-1882	85	40	1973	1973	NUM
absel-1882	85	41	;	;	PUNCT
absel-1882	85	42	decormier	decormier	NOUN
absel-1882	85	43	1988	1988	NUM
absel-1882	85	44	)	)	PUNCT
absel-1882	85	45	.	.	PUNCT
absel-1882	86	1	a	a	DET
absel-1882	86	2	strategy	strategy	NOUN
absel-1882	86	3	is	be	AUX
absel-1882	86	4	a	a	DET
absel-1882	86	5	group	group	NOUN
absel-1882	86	6	of	of	ADP
absel-1882	86	7	micro	micro	NOUN
absel-1882	86	8	-	-	NOUN
absel-1882	86	9	skills	skill	NOUN
absel-1882	86	10	,	,	PUNCT
absel-1882	86	11	used	use	VERB
absel-1882	86	12	in	in	ADP
absel-1882	86	13	a	a	DET
absel-1882	86	14	planned	planned	ADJ
absel-1882	86	15	way	way	NOUN
absel-1882	86	16	in	in	ADP
absel-1882	86	17	conjunction	conjunction	NOUN
absel-1882	86	18	with	with	ADP
absel-1882	86	19	appropriate	appropriate	ADJ
absel-1882	86	20	personas	persona	NOUN
absel-1882	86	21	,	,	PUNCT
absel-1882	86	22	to	to	PART
absel-1882	86	23	achieve	achieve	VERB
absel-1882	86	24	a	a	DET
absel-1882	86	25	desired	desire	VERB
absel-1882	86	26	end	end	NOUN
absel-1882	86	27	.	.	PUNCT
absel-1882	87	1	a	a	DET
absel-1882	87	2	positive	positive	ADJ
absel-1882	87	3	influence	influence	NOUN
absel-1882	87	4	exists	exist	VERB
absel-1882	87	5	when	when	SCONJ
absel-1882	87	6	the	the	DET
absel-1882	87	7	prospect	prospect	NOUN
absel-1882	87	8	wants	want	VERB
absel-1882	87	9	something	something	PRON
absel-1882	87	10	which	which	PRON
absel-1882	87	11	is	be	AUX
absel-1882	87	12	consistant	consistant	ADJ
absel-1882	87	13	with	with	ADP
absel-1882	87	14	what	what	PRON
absel-1882	87	15	the	the	DET
absel-1882	87	16	salesperson	salesperson	NOUN
absel-1882	87	17	has	have	AUX
absel-1882	87	18	to	to	PART
absel-1882	87	19	offer	offer	VERB
absel-1882	87	20	.	.	PUNCT
absel-1882	88	1	a	a	DET
absel-1882	88	2	negative	negative	ADJ
absel-1882	88	3	influence	influence	NOUN
absel-1882	88	4	exists	exist	VERB
absel-1882	88	5	within	within	ADP
absel-1882	88	6	the	the	DET
absel-1882	88	7	prospect	prospect	NOUN
absel-1882	88	8	wants	want	VERB
absel-1882	88	9	something	something	PRON
absel-1882	88	10	which	which	PRON
absel-1882	88	11	the	the	DET
absel-1882	88	12	salesperson	salesperson	NOUN
absel-1882	88	13	is	be	AUX
absel-1882	88	14	unable	unable	ADJ
absel-1882	88	15	to	to	PART
absel-1882	88	16	offer	offer	VERB
absel-1882	88	17	.	.	PUNCT
absel-1882	89	1	attitudinal	attitudinal	ADJ
absel-1882	89	2	advocacy	advocacy	NOUN
absel-1882	89	3	encourages	encourage	VERB
absel-1882	89	4	the	the	DET
absel-1882	89	5	prospect	prospect	NOUN
absel-1882	89	6	to	to	PART
absel-1882	89	7	elucidate	elucidate	VERB
absel-1882	89	8	about	about	ADP
absel-1882	89	9	a	a	DET
absel-1882	89	10	positive	positive	ADJ
absel-1882	89	11	influence	influence	NOUN
absel-1882	89	12	.	.	PUNCT
absel-1882	90	1	discussing	discuss	VERB
absel-1882	90	2	a	a	DET
absel-1882	90	3	positive	positive	ADJ
absel-1882	90	4	influence	influence	NOUN
absel-1882	90	5	in	in	ADP
absel-1882	90	6	greater	great	ADJ
absel-1882	90	7	detail	detail	NOUN
absel-1882	90	8	subtly	subtly	ADV
absel-1882	90	9	obliges	oblige	VERB
absel-1882	90	10	the	the	DET
absel-1882	90	11	prospect	prospect	NOUN
absel-1882	90	12	to	to	PART
absel-1882	90	13	take	take	VERB
absel-1882	90	14	a	a	DET
absel-1882	90	15	position	position	NOUN
absel-1882	90	16	on	on	ADP
absel-1882	90	17	that	that	DET
absel-1882	90	18	issue	issue	NOUN
absel-1882	90	19	.	.	PUNCT
absel-1882	91	1	later	later	ADV
absel-1882	91	2	,	,	PUNCT
absel-1882	91	3	if	if	SCONJ
absel-1882	91	4	the	the	DET
absel-1882	91	5	issue	issue	NOUN
absel-1882	91	6	should	should	AUX
absel-1882	91	7	arise	arise	VERB
absel-1882	91	8	again	again	ADV
absel-1882	91	9	,	,	PUNCT
absel-1882	91	10	the	the	DET
absel-1882	91	11	prospect	prospect	NOUN
absel-1882	91	12	can	can	AUX
absel-1882	91	13	not	not	PART
absel-1882	91	14	easily	easily	ADV
absel-1882	91	15	renege	renege	VERB
absel-1882	91	16	on	on	ADP
absel-1882	91	17	his	his	PRON
absel-1882	91	18	original	original	ADJ
absel-1882	91	19	contentions	contention	NOUN
absel-1882	91	20	.	.	PUNCT
absel-1882	92	1	counter	counter	ADJ
absel-1882	92	2	attitudinal	attitudinal	ADJ
absel-1882	92	3	advocacy	advocacy	NOUN
absel-1882	92	4	disturbing	disturb	VERB
absel-1882	92	5	(	(	PUNCT
absel-1882	92	6	caading	caade	VERB
absel-1882	92	7	)	)	PUNCT
absel-1882	92	8	should	should	AUX
absel-1882	92	9	address	address	VERB
absel-1882	92	10	and	and	CCONJ
absel-1882	92	11	reverse	reverse	VERB
absel-1882	92	12	a	a	DET
absel-1882	92	13	negative	negative	ADJ
absel-1882	92	14	influence	influence	NOUN
absel-1882	92	15	.	.	PUNCT
absel-1882	93	1	despite	despite	SCONJ
absel-1882	93	2	numerous	numerous	ADJ
absel-1882	93	3	theories	theory	NOUN
absel-1882	93	4	justifying	justify	VERB
absel-1882	93	5	the	the	DET
absel-1882	93	6	existence	existence	NOUN
absel-1882	93	7	of	of	ADP
absel-1882	93	8	caading	caading	NOUN
absel-1882	93	9	,	,	PUNCT
absel-1882	93	10	its	its	PRON
absel-1882	93	11	major	major	ADJ
absel-1882	93	12	use	use	NOUN
absel-1882	93	13	is	be	AUX
absel-1882	93	14	to	to	PART
absel-1882	93	15	overcome	overcome	VERB
absel-1882	93	16	a	a	DET
absel-1882	93	17	negative	negative	ADJ
absel-1882	93	18	influence	influence	NOUN
absel-1882	93	19	and	and	CCONJ
absel-1882	93	20	change	change	VERB
absel-1882	93	21	it	it	PRON
absel-1882	93	22	to	to	ADP
absel-1882	93	23	a	a	DET
absel-1882	93	24	positive	positive	ADJ
absel-1882	93	25	one	one	NOUN
absel-1882	93	26	.	.	PUNCT
absel-1882	94	1	unless	unless	SCONJ
absel-1882	94	2	a	a	DET
absel-1882	94	3	salesperson	salesperson	NOUN
absel-1882	94	4	overcomes	overcome	VERB
absel-1882	94	5	an	an	DET
absel-1882	94	6	objective	objective	NOUN
absel-1882	94	7	(	(	PUNCT
absel-1882	94	8	negative	negative	ADJ
absel-1882	94	9	influence	influence	NOUN
absel-1882	94	10	)	)	PUNCT
absel-1882	94	11	,	,	PUNCT
absel-1882	94	12	the	the	DET
absel-1882	94	13	chances	chance	NOUN
absel-1882	94	14	for	for	ADP
absel-1882	94	15	a	a	DET
absel-1882	94	16	successful	successful	ADJ
absel-1882	94	17	sale	sale	NOUN
absel-1882	94	18	are	be	AUX
absel-1882	94	19	substantially	substantially	ADV
absel-1882	94	20	reduced	reduce	VERB
absel-1882	94	21	.	.	PUNCT
absel-1882	95	1	therefore	therefore	ADV
absel-1882	95	2	,	,	PUNCT
absel-1882	95	3	importance	importance	NOUN
absel-1882	95	4	of	of	ADP
absel-1882	95	5	caading	caade	VERB
absel-1882	95	6	can	can	AUX
absel-1882	95	7	not	not	PART
absel-1882	95	8	be	be	AUX
absel-1882	95	9	overstated	overstate	VERB
absel-1882	95	10	finally	finally	ADV
absel-1882	95	11	,	,	PUNCT
absel-1882	95	12	although	although	SCONJ
absel-1882	95	13	not	not	PART
absel-1882	95	14	a	a	DET
absel-1882	95	15	microskill	microskill	NOUN
absel-1882	95	16	,	,	PUNCT
absel-1882	95	17	the	the	DET
absel-1882	95	18	theory	theory	NOUN
absel-1882	95	19	of	of	ADP
absel-1882	95	20	neurolinguistic	neurolinguistic	ADJ
absel-1882	95	21	programming	programming	NOUN
absel-1882	95	22	(	(	PUNCT
absel-1882	95	23	nlp	nlp	PROPN
absel-1882	95	24	)	)	PUNCT
absel-1882	95	25	(	(	PUNCT
absel-1882	95	26	bandler	bandler	NOUN
absel-1882	95	27	&	&	CCONJ
absel-1882	95	28	grinder	grinder	PROPN
absel-1882	95	29	1975	1975	NUM
absel-1882	95	30	,	,	PUNCT
absel-1882	95	31	1979	1979	NUM
absel-1882	95	32	)	)	PUNCT
absel-1882	95	33	,	,	PUNCT
absel-1882	95	34	a	a	DET
absel-1882	95	35	fairly	fairly	ADV
absel-1882	95	36	new	new	ADJ
absel-1882	95	37	area	area	NOUN
absel-1882	95	38	of	of	ADP
absel-1882	95	39	interpersonal	interpersonal	ADJ
absel-1882	95	40	communication	communication	NOUN
absel-1882	95	41	is	be	AUX
absel-1882	95	42	concerned	concern	VERB
absel-1882	95	43	with	with	ADP
absel-1882	95	44	enhancing	enhance	VERB
absel-1882	95	45	trust	trust	NOUN
absel-1882	95	46	.	.	PUNCT
absel-1882	96	1	the	the	DET
absel-1882	96	2	theory	theory	NOUN
absel-1882	96	3	suggests	suggest	VERB
absel-1882	96	4	that	that	SCONJ
absel-1882	96	5	each	each	DET
absel-1882	96	6	person	person	NOUN
absel-1882	96	7	has	have	VERB
absel-1882	96	8	a	a	DET
absel-1882	96	9	primary	primary	ADJ
absel-1882	96	10	mode	mode	NOUN
absel-1882	96	11	of	of	ADP
absel-1882	96	12	viewing	view	VERB
absel-1882	96	13	the	the	DET
absel-1882	96	14	world	world	NOUN
absel-1882	96	15	.	.	PUNCT
absel-1882	97	1	it	it	PRON
absel-1882	97	2	is	be	AUX
absel-1882	97	3	possible	possible	ADJ
absel-1882	97	4	to	to	PART
absel-1882	97	5	recognize	recognize	VERB
absel-1882	97	6	that	that	DET
absel-1882	97	7	mode	mode	NOUN
absel-1882	97	8	by	by	ADP
absel-1882	97	9	listening	listen	VERB
absel-1882	97	10	to	to	ADP
absel-1882	97	11	the	the	DET
absel-1882	97	12	words	word	NOUN
absel-1882	97	13	a	a	DET
absel-1882	97	14	person	person	NOUN
absel-1882	97	15	uses	use	VERB
absel-1882	97	16	and	and	CCONJ
absel-1882	97	17	by	by	ADP
absel-1882	97	18	watching	watch	VERB
absel-1882	97	19	how	how	SCONJ
absel-1882	97	20	his	his	PRON
absel-1882	97	21	eyes	eye	NOUN
absel-1882	97	22	gaze	gaze	VERB
absel-1882	97	23	while	while	SCONJ
absel-1882	97	24	thinking	think	VERB
absel-1882	97	25	.	.	PUNCT
absel-1882	98	1	if	if	SCONJ
absel-1882	98	2	the	the	DET
absel-1882	98	3	salesperson	salesperson	NOUN
absel-1882	98	4	adjusts	adjust	VERB
absel-1882	98	5	his	his	PRON
absel-1882	98	6	vocabulary	vocabulary	NOUN
absel-1882	98	7	to	to	PART
absel-1882	98	8	simulate	simulate	VERB
absel-1882	98	9	the	the	DET
absel-1882	98	10	prospect	prospect	NOUN
absel-1882	98	11	’s	’s	PART
absel-1882	98	12	primary	primary	ADJ
absel-1882	98	13	mode	mode	NOUN
absel-1882	98	14	,	,	PUNCT
absel-1882	98	15	communication	communication	NOUN
absel-1882	98	16	is	be	AUX
absel-1882	98	17	improved	improve	VERB
absel-1882	98	18	and	and	CCONJ
absel-1882	98	19	trust	trust	NOUN
absel-1882	98	20	is	be	AUX
absel-1882	98	21	enhanced	enhance	VERB
absel-1882	98	22	.	.	PUNCT
absel-1882	99	1	sales	sale	NOUN
absel-1882	99	2	process	process	NOUN
absel-1882	99	3	as	as	ADV
absel-1882	99	4	helpful	helpful	ADJ
absel-1882	99	5	as	as	ADP
absel-1882	99	6	the	the	DET
absel-1882	99	7	combination	combination	NOUN
absel-1882	99	8	of	of	ADP
absel-1882	99	9	microskills	microskill	NOUN
absel-1882	99	10	and	and	CCONJ
absel-1882	99	11	proper	proper	ADJ
absel-1882	99	12	personality	personality	NOUN
absel-1882	99	13	behaviors	behavior	NOUN
absel-1882	99	14	are	be	AUX
absel-1882	99	15	,	,	PUNCT
absel-1882	99	16	one	one	NUM
absel-1882	99	17	more	more	ADJ
absel-1882	99	18	ingredient	ingredient	NOUN
absel-1882	99	19	is	be	AUX
absel-1882	99	20	needed	need	VERB
absel-1882	99	21	to	to	PART
absel-1882	99	22	successfully	successfully	ADV
absel-1882	99	23	master	master	VERB
absel-1882	99	24	the	the	DET
absel-1882	99	25	skill	skill	NOUN
absel-1882	99	26	of	of	ADP
absel-1882	99	27	selling	selling	NOUN
absel-1882	99	28	.	.	PUNCT
absel-1882	100	1	that	that	DET
absel-1882	100	2	important	important	ADJ
absel-1882	100	3	ingredient	ingredient	NOUN
absel-1882	100	4	is	be	AUX
absel-1882	100	5	the	the	DET
absel-1882	100	6	sales	sale	NOUN
absel-1882	100	7	process	process	NOUN
absel-1882	100	8	(	(	PUNCT
absel-1882	100	9	decormier	decormier	NOUN
absel-1882	100	10	1988	1988	NUM
absel-1882	100	11	)	)	PUNCT
absel-1882	100	12	.	.	PUNCT
absel-1882	101	1	a	a	DET
absel-1882	101	2	sales	sale	NOUN
absel-1882	101	3	process	process	NOUN
absel-1882	101	4	logically	logically	ADV
absel-1882	101	5	guides	guide	VERB
absel-1882	101	6	the	the	DET
absel-1882	101	7	salesperson	salesperson	NOUN
absel-1882	101	8	along	along	ADP
absel-1882	101	9	a	a	DET
absel-1882	101	10	definitive	definitive	ADJ
absel-1882	101	11	course	course	NOUN
absel-1882	101	12	,	,	PUNCT
absel-1882	101	13	offering	offer	VERB
absel-1882	101	14	him	he	PRON
absel-1882	101	15	a	a	DET
absel-1882	101	16	systematic	systematic	ADJ
absel-1882	101	17	series	series	NOUN
absel-1882	101	18	of	of	ADP
absel-1882	101	19	steps	step	NOUN
absel-1882	101	20	(	(	PUNCT
absel-1882	101	21	stages	stage	NOUN
absel-1882	101	22	arid	arid	NOUN
absel-1882	101	23	phases	phase	NOUN
absel-1882	101	24	)	)	PUNCT
absel-1882	101	25	,	,	PUNCT
absel-1882	101	26	each	each	PRON
absel-1882	101	27	having	have	VERB
absel-1882	101	28	specified	specify	VERB
absel-1882	101	29	objectives	objective	NOUN
absel-1882	101	30	.	.	PUNCT
absel-1882	102	1	the	the	DET
absel-1882	102	2	sales	sale	NOUN
absel-1882	102	3	process	process	NOUN
absel-1882	102	4	has	have	VERB
absel-1882	102	5	its	its	PRON
absel-1882	102	6	theoretical	theoretical	ADJ
absel-1882	102	7	underpinnings	underpinning	NOUN
absel-1882	102	8	in	in	ADP
absel-1882	102	9	the	the	DET
absel-1882	102	10	meta	meta	ADJ
absel-1882	102	11	-	-	PUNCT
absel-1882	102	12	model	model	NOUN
absel-1882	102	13	developed	develop	VERB
absel-1882	102	14	by	by	ADP
absel-1882	102	15	dr	dr	PROPN
absel-1882	102	16	.	.	PROPN
absel-1882	102	17	allen	allen	PROPN
absel-1882	102	18	ivey	ivey	PROPN
absel-1882	102	19	(	(	PUNCT
absel-1882	102	20	1984	1984	NUM
absel-1882	102	21	)	)	PUNCT
absel-1882	102	22	for	for	ADP
absel-1882	102	23	the	the	DET
absel-1882	102	24	counseling	counseling	NOUN
absel-1882	102	25	field	field	NOUN
absel-1882	102	26	.	.	PUNCT
absel-1882	103	1	objectively	objectively	ADV
absel-1882	103	2	,	,	PUNCT
absel-1882	103	3	there	there	PRON
absel-1882	103	4	are	be	VERB
absel-1882	103	5	many	many	ADJ
absel-1882	103	6	similarities	similarity	NOUN
absel-1882	103	7	between	between	ADP
absel-1882	103	8	the	the	DET
absel-1882	103	9	selling	selling	NOUN
absel-1882	103	10	and	and	CCONJ
absel-1882	103	11	counseling	counsel	VERB
absel-1882	103	12	fields	field	NOUN
absel-1882	103	13	.	.	PUNCT
absel-1882	104	1	therefore	therefore	ADV
absel-1882	104	2	,	,	PUNCT
absel-1882	104	3	it	it	PRON
absel-1882	104	4	is	be	AUX
absel-1882	104	5	logical	logical	ADJ
absel-1882	104	6	that	that	SCONJ
absel-1882	104	7	a	a	DET
absel-1882	104	8	counseling	counseling	NOUN
absel-1882	104	9	process	process	NOUN
absel-1882	104	10	such	such	ADJ
absel-1882	104	11	as	as	ADP
absel-1882	104	12	the	the	DET
absel-1882	104	13	meta	meta	ADJ
absel-1882	104	14	-	-	PUNCT
absel-1882	104	15	model	model	NOUN
absel-1882	104	16	be	be	AUX
absel-1882	104	17	modified	modify	VERB
absel-1882	104	18	to	to	PART
absel-1882	104	19	accommodate	accommodate	VERB
absel-1882	104	20	the	the	DET
absel-1882	104	21	selling	selling	NOUN
absel-1882	104	22	function	function	NOUN
absel-1882	104	23	.	.	PUNCT
absel-1882	105	1	the	the	DET
absel-1882	105	2	sales	sale	NOUN
absel-1882	105	3	process	process	NOUN
absel-1882	105	4	consists	consist	VERB
absel-1882	105	5	of	of	ADP
absel-1882	105	6	four	four	NUM
absel-1882	105	7	(	(	PUNCT
absel-1882	105	8	4	4	NUM
absel-1882	105	9	)	)	PUNCT
absel-1882	105	10	stages	stage	NOUN
absel-1882	105	11	,	,	PUNCT
absel-1882	105	12	each	each	PRON
absel-1882	105	13	containing	contain	VERB
absel-1882	105	14	numerous	numerous	ADJ
absel-1882	105	15	objectives	objective	NOUN
absel-1882	105	16	(	(	PUNCT
absel-1882	105	17	phases	phase	NOUN
absel-1882	105	18	)	)	PUNCT
absel-1882	105	19	.	.	PUNCT
absel-1882	106	1	the	the	DET
absel-1882	106	2	four	four	NUM
absel-1882	106	3	stages	stage	NOUN
absel-1882	106	4	are	be	AUX
absel-1882	106	5	:	:	PUNCT
absel-1882	106	6	1	1	X
absel-1882	106	7	.	.	X
absel-1882	106	8	introduction	introduction	NOUN
absel-1882	106	9	stage	stage	NOUN
absel-1882	106	10	2	2	NUM
absel-1882	106	11	.	.	PUNCT
absel-1882	106	12	qualification	qualification	NOUN
absel-1882	106	13	stage	stage	NOUN
absel-1882	106	14	3	3	NUM
absel-1882	106	15	.	.	PUNCT
absel-1882	106	16	presentation	presentation	NOUN
absel-1882	106	17	stage	stage	NOUN
absel-1882	106	18	4	4	NUM
absel-1882	106	19	.	.	PUNCT
absel-1882	106	20	close	close	ADV
absel-1882	106	21	and	and	CCONJ
absel-1882	106	22	post	post	VERB
absel-1882	106	23	close	close	ADJ
absel-1882	106	24	stage	stage	NOUN
absel-1882	106	25	introduction	introduction	NOUN
absel-1882	106	26	stage	stage	NOUN
absel-1882	106	27	the	the	DET
absel-1882	106	28	introduction	introduction	NOUN
absel-1882	106	29	stage	stage	NOUN
absel-1882	106	30	is	be	AUX
absel-1882	106	31	where	where	SCONJ
absel-1882	106	32	the	the	DET
absel-1882	106	33	salesperson	salesperson	NOUN
absel-1882	106	34	establishes	establish	VERB
absel-1882	106	35	rapport	rapport	NOUN
absel-1882	106	36	,	,	PUNCT
absel-1882	106	37	respect	respect	NOUN
absel-1882	106	38	,	,	PUNCT
absel-1882	106	39	trust	trust	NOUN
absel-1882	106	40	and	and	CCONJ
absel-1882	106	41	control	control	NOUN
absel-1882	106	42	.	.	PUNCT
absel-1882	107	1	in	in	ADP
absel-1882	107	2	this	this	DET
absel-1882	107	3	stage	stage	NOUN
absel-1882	107	4	,	,	PUNCT
absel-1882	107	5	the	the	DET
absel-1882	107	6	salesperson	salesperson	NOUN
absel-1882	107	7	states	state	VERB
absel-1882	107	8	the	the	DET
absel-1882	107	9	main	main	ADJ
absel-1882	107	10	topic	topic	NOUN
absel-1882	107	11	of	of	ADP
absel-1882	107	12	the	the	DET
absel-1882	107	13	discussion	discussion	NOUN
absel-1882	107	14	,	,	PUNCT
absel-1882	107	15	adjusts	adjust	VERB
absel-1882	107	16	his	his	PRON
absel-1882	107	17	dominance	dominance	NOUN
absel-1882	107	18	level	level	NOUN
absel-1882	107	19	to	to	ADP
absel-1882	107	20	that	that	PRON
absel-1882	107	21	of	of	ADP
absel-1882	107	22	the	the	DET
absel-1882	107	23	prospect	prospect	NOUN
absel-1882	107	24	and	and	CCONJ
absel-1882	107	25	analyzes	analyze	VERB
absel-1882	107	26	the	the	DET
absel-1882	107	27	prospect	prospect	NOUN
absel-1882	107	28	’s	’s	PART
absel-1882	107	29	personality	personality	NOUN
absel-1882	107	30	.	.	PUNCT
absel-1882	108	1	also	also	ADV
absel-1882	108	2	,	,	PUNCT
absel-1882	108	3	he	he	PRON
absel-1882	108	4	states	state	VERB
absel-1882	108	5	the	the	DET
absel-1882	108	6	game	game	NOUN
absel-1882	108	7	rules	rule	NOUN
absel-1882	108	8	and	and	CCONJ
absel-1882	108	9	requests	request	VERB
absel-1882	108	10	permission	permission	NOUN
absel-1882	108	11	to	to	PART
absel-1882	108	12	ask	ask	VERB
absel-1882	108	13	questions	question	NOUN
absel-1882	108	14	.	.	PUNCT
absel-1882	109	1	once	once	SCONJ
absel-1882	109	2	the	the	DET
absel-1882	109	3	prospect	prospect	NOUN
absel-1882	109	4	grants	grant	VERB
absel-1882	109	5	permission	permission	NOUN
absel-1882	109	6	,	,	PUNCT
absel-1882	109	7	he	he	PRON
absel-1882	109	8	,	,	PUNCT
absel-1882	109	9	in	in	ADP
absel-1882	109	10	effect	effect	NOUN
absel-1882	109	11	,	,	PUNCT
absel-1882	109	12	relinquishes	relinquish	VERB
absel-1882	109	13	control	control	NOUN
absel-1882	109	14	of	of	ADP
absel-1882	109	15	the	the	DET
absel-1882	109	16	interaction	interaction	NOUN
absel-1882	109	17	to	to	ADP
absel-1882	109	18	the	the	DET
absel-1882	109	19	salesperson	salesperson	PROPN
absel-1882	109	20	.	.	PUNCT
absel-1882	110	1	when	when	SCONJ
absel-1882	110	2	stating	state	VERB
absel-1882	110	3	the	the	DET
absel-1882	110	4	game	game	NOUN
absel-1882	110	5	rules	rule	NOUN
absel-1882	110	6	,	,	PUNCT
absel-1882	110	7	the	the	DET
absel-1882	110	8	salesperson	salesperson	NOUN
absel-1882	110	9	explains	explain	VERB
absel-1882	110	10	how	how	SCONJ
absel-1882	110	11	he	he	PRON
absel-1882	110	12	gets	get	AUX
absel-1882	110	13	paid	pay	VERB
absel-1882	110	14	,	,	PUNCT
absel-1882	110	15	de	de	X
absel-1882	110	16	-	-	NOUN
absel-1882	110	17	emphasizing	emphasize	VERB
absel-1882	110	18	his	his	PRON
absel-1882	110	19	monetary	monetary	ADJ
absel-1882	110	20	payment	payment	NOUN
absel-1882	110	21	while	while	SCONJ
absel-1882	110	22	stressing	stress	VERB
absel-1882	110	23	the	the	DET
absel-1882	110	24	need	need	NOUN
absel-1882	110	25	for	for	ADP
absel-1882	110	26	referrals	referral	NOUN
absel-1882	110	27	to	to	ADP
absel-1882	110	28	other	other	ADJ
absel-1882	110	29	good	good	ADJ
absel-1882	110	30	potential	potential	ADJ
absel-1882	110	31	prospects	prospect	NOUN
absel-1882	110	32	.	.	PUNCT
absel-1882	111	1	referrals	referral	NOUN
absel-1882	111	2	serve	serve	VERB
absel-1882	111	3	two	two	NUM
absel-1882	111	4	purposes	purpose	NOUN
absel-1882	111	5	.	.	PUNCT
absel-1882	112	1	first	first	ADV
absel-1882	112	2	,	,	PUNCT
absel-1882	112	3	they	they	PRON
absel-1882	112	4	build	build	VERB
absel-1882	112	5	a	a	DET
absel-1882	112	6	referral	referral	ADJ
absel-1882	112	7	business	business	NOUN
absel-1882	112	8	,	,	PUNCT
absel-1882	112	9	and	and	CCONJ
absel-1882	112	10	secondly	secondly	ADV
absel-1882	112	11	,	,	PUNCT
absel-1882	112	12	they	they	PRON
absel-1882	112	13	reduce	reduce	VERB
absel-1882	112	14	cognitive	cognitive	ADJ
absel-1882	112	15	dissonance	dissonance	NOUN
absel-1882	112	16	(	(	PUNCT
absel-1882	112	17	festinger	festinger	NOUN
absel-1882	112	18	1959	1959	NUM
absel-1882	112	19	)	)	PUNCT
absel-1882	112	20	.	.	PUNCT
absel-1882	113	1	if	if	SCONJ
absel-1882	113	2	the	the	DET
absel-1882	113	3	salesperson	salesperson	NOUN
absel-1882	113	4	accomplishes	accomplish	VERB
absel-1882	113	5	these	these	DET
absel-1882	113	6	tasks	task	NOUN
absel-1882	113	7	,	,	PUNCT
absel-1882	113	8	he	he	PRON
absel-1882	113	9	has	have	AUX
absel-1882	113	10	not	not	PART
absel-1882	113	11	only	only	ADV
absel-1882	113	12	established	establish	VERB
absel-1882	113	13	a	a	DET
absel-1882	113	14	psychological	psychological	ADJ
absel-1882	113	15	contract	contract	NOUN
absel-1882	113	16	with	with	ADP
absel-1882	113	17	the	the	DET
absel-1882	113	18	prospect	prospect	NOUN
absel-1882	113	19	,	,	PUNCT
absel-1882	113	20	but	but	CCONJ
absel-1882	113	21	by	by	ADP
absel-1882	113	22	controlling	control	VERB
absel-1882	113	23	the	the	DET
absel-1882	113	24	question	question	NOUN
absel-1882	113	25	,	,	PUNCT
absel-1882	113	26	he	he	PRON
absel-1882	113	27	has	have	AUX
absel-1882	113	28	also	also	ADV
absel-1882	113	29	been	be	AUX
absel-1882	113	30	granted	grant	VERB
absel-1882	113	31	permission	permission	NOUN
absel-1882	113	32	to	to	PART
absel-1882	113	33	control	control	VERB
absel-1882	113	34	the	the	DET
absel-1882	113	35	interaction	interaction	NOUN
absel-1882	113	36	.	.	PUNCT
absel-1882	114	1	this	this	PRON
absel-1882	114	2	is	be	AUX
absel-1882	114	3	psychologically	psychologically	ADV
absel-1882	114	4	advantageous	advantageous	ADJ
absel-1882	114	5	for	for	ADP
absel-1882	114	6	the	the	DET
absel-1882	114	7	salesperson	salesperson	PROPN
absel-1882	114	8	.	.	PUNCT
absel-1882	115	1	qualification	qualification	NOUN
absel-1882	115	2	stage	stage	NOUN
absel-1882	115	3	in	in	ADP
absel-1882	115	4	this	this	DET
absel-1882	115	5	stage	stage	NOUN
absel-1882	115	6	the	the	DET
absel-1882	115	7	prospect	prospect	NOUN
absel-1882	115	8	’	'	PUNCT
absel-1882	115	9	s	s	PART
absel-1882	115	10	needs	need	NOUN
absel-1882	115	11	,	,	PUNCT
absel-1882	115	12	financial	financial	ADJ
absel-1882	115	13	ability	ability	NOUN
absel-1882	115	14	and	and	CCONJ
absel-1882	115	15	authority	authority	NOUN
absel-1882	115	16	to	to	PART
absel-1882	115	17	buy	buy	VERB
absel-1882	115	18	are	be	AUX
absel-1882	115	19	determined	determine	VERB
absel-1882	115	20	.	.	PUNCT
absel-1882	116	1	five	five	NUM
absel-1882	116	2	phases	phase	NOUN
absel-1882	116	3	of	of	ADP
absel-1882	116	4	the	the	DET
absel-1882	116	5	qualification	qualification	NOUN
absel-1882	116	6	stage	stage	NOUN
absel-1882	116	7	are	be	AUX
absel-1882	116	8	:	:	PUNCT
absel-1882	116	9	1	1	X
absel-1882	116	10	.	.	X
absel-1882	116	11	determine	determine	NOUN
absel-1882	116	12	prospect	prospect	NOUN
absel-1882	116	13	’	'	PUNCT
absel-1882	116	14	s	s	PART
absel-1882	116	15	authority	authority	NOUN
absel-1882	116	16	to	to	PART
absel-1882	116	17	decide	decide	VERB
absel-1882	116	18	2	2	NUM
absel-1882	116	19	.	.	PUNCT
absel-1882	116	20	determine	determine	VERB
absel-1882	116	21	needs	need	NOUN
absel-1882	116	22	-	-	PUNCT
absel-1882	116	23	awareness	awareness	NOUN
absel-1882	116	24	3	3	NUM
absel-1882	116	25	.	.	PUNCT
absel-1882	116	26	explore	explore	VERB
absel-1882	116	27	for	for	ADP
absel-1882	116	28	alternative	alternative	ADJ
absel-1882	116	29	solutions	solution	NOUN
absel-1882	116	30	4	4	NUM
absel-1882	116	31	.	.	PUNCT
absel-1882	116	32	determine	determine	VERB
absel-1882	116	33	prospect	prospect	PROPN
absel-1882	116	34	’s	’s	PART
absel-1882	116	35	financial	financial	ADJ
absel-1882	116	36	ability	ability	NOUN
absel-1882	116	37	5	5	NUM
absel-1882	116	38	.	.	PUNCT
absel-1882	116	39	determine	determine	VERB
absel-1882	116	40	when	when	SCONJ
absel-1882	116	41	the	the	DET
absel-1882	116	42	prospect	prospect	NOUN
absel-1882	116	43	is	be	AUX
absel-1882	116	44	ready	ready	ADJ
absel-1882	116	45	to	to	PART
absel-1882	116	46	act	act	VERB
absel-1882	116	47	of	of	ADP
absel-1882	116	48	this	this	DET
absel-1882	116	49	stage	stage	NOUN
absel-1882	116	50	’s	’s	PART
absel-1882	116	51	five	five	NUM
absel-1882	116	52	phases	phase	NOUN
absel-1882	116	53	,	,	PUNCT
absel-1882	116	54	needs	need	NOUN
absel-1882	116	55	-	-	PUNCT
absel-1882	116	56	awareness	awareness	NOUN
absel-1882	116	57	(	(	PUNCT
absel-1882	116	58	2	2	NUM
absel-1882	116	59	)	)	PUNCT
absel-1882	116	60	and	and	CCONJ
absel-1882	116	61	exploring	explore	VERB
absel-1882	116	62	alternative	alternative	ADJ
absel-1882	116	63	solutions	solution	NOUN
absel-1882	116	64	(	(	PUNCT
absel-1882	116	65	3	3	X
absel-1882	116	66	)	)	PUNCT
absel-1882	116	67	are	be	AUX
absel-1882	116	68	the	the	DET
absel-1882	116	69	two	two	NUM
absel-1882	116	70	most	most	ADV
absel-1882	116	71	difficult	difficult	ADJ
absel-1882	116	72	to	to	PART
absel-1882	116	73	actuate	actuate	VERB
absel-1882	116	74	,	,	PUNCT
absel-1882	116	75	yet	yet	ADV
absel-1882	116	76	are	be	AUX
absel-1882	116	77	the	the	DET
absel-1882	116	78	most	most	ADV
absel-1882	116	79	important	important	ADJ
absel-1882	116	80	to	to	ADP
absel-1882	116	81	the	the	DET
absel-1882	116	82	selling	selling	NOUN
absel-1882	116	83	function	function	NOUN
absel-1882	116	84	.	.	PUNCT
absel-1882	117	1	in	in	ADP
absel-1882	117	2	the	the	DET
absel-1882	117	3	needs	need	NOUN
absel-1882	117	4	-	-	PUNCT
absel-1882	117	5	awareness	awareness	NOUN
absel-1882	117	6	phase	phase	NOUN
absel-1882	117	7	,	,	PUNCT
absel-1882	117	8	the	the	DET
absel-1882	117	9	salesperson	salesperson	NOUN
absel-1882	117	10	should	should	AUX
absel-1882	117	11	exchange	exchange	VERB
absel-1882	117	12	information	information	NOUN
absel-1882	117	13	to	to	PART
absel-1882	117	14	make	make	VERB
absel-1882	117	15	the	the	DET
absel-1882	117	16	prospect	prospect	NOUN
absel-1882	117	17	aware	aware	ADJ
absel-1882	117	18	that	that	SCONJ
absel-1882	117	19	he	he	PRON
absel-1882	117	20	has	have	VERB
absel-1882	117	21	a	a	DET
absel-1882	117	22	problem	problem	NOUN
absel-1882	117	23	with	with	ADP
absel-1882	117	24	his	his	PRON
absel-1882	117	25	present	present	ADJ
absel-1882	117	26	situation	situation	NOUN
absel-1882	117	27	.	.	PUNCT
absel-1882	118	1	the	the	DET
absel-1882	118	2	salesperson	salesperson	NOUN
absel-1882	118	3	must	must	AUX
absel-1882	118	4	also	also	ADV
absel-1882	118	5	help	help	VERB
absel-1882	118	6	the	the	DET
absel-1882	118	7	prospect	prospect	NOUN
absel-1882	118	8	to	to	PART
absel-1882	118	9	discover	discover	VERB
absel-1882	118	10	that	that	SCONJ
absel-1882	118	11	his	his	PRON
absel-1882	118	12	present	present	ADJ
absel-1882	118	13	situation	situation	NOUN
absel-1882	118	14	is	be	AUX
absel-1882	118	15	only	only	ADV
absel-1882	118	16	one	one	NUM
absel-1882	118	17	of	of	ADP
absel-1882	118	18	many	many	ADJ
absel-1882	118	19	available	available	ADJ
absel-1882	118	20	alternatives	alternative	NOUN
absel-1882	118	21	.	.	PUNCT
absel-1882	119	1	if	if	SCONJ
absel-1882	119	2	after	after	ADP
absel-1882	119	3	this	this	DET
absel-1882	119	4	discussion	discussion	NOUN
absel-1882	119	5	,	,	PUNCT
absel-1882	119	6	the	the	DET
absel-1882	119	7	prospect	prospect	NOUN
absel-1882	119	8	does	do	AUX
absel-1882	119	9	not	not	PART
absel-1882	119	10	perceive	perceive	VERB
absel-1882	119	11	a	a	DET
absel-1882	119	12	problem	problem	NOUN
absel-1882	119	13	with	with	ADP
absel-1882	119	14	his	his	PRON
absel-1882	119	15	present	present	ADJ
absel-1882	119	16	situation	situation	NOUN
absel-1882	119	17	,	,	PUNCT
absel-1882	119	18	the	the	DET
absel-1882	119	19	salesperson	salesperson	NOUN
absel-1882	119	20	should	should	AUX
absel-1882	119	21	discern	discern	VERB
absel-1882	119	22	that	that	SCONJ
absel-1882	119	23	this	this	PRON
absel-1882	119	24	is	be	AUX
absel-1882	119	25	not	not	PART
absel-1882	119	26	a	a	DET
absel-1882	119	27	qualified	qualified	ADJ
absel-1882	119	28	prospect	prospect	NOUN
absel-1882	119	29	and	and	CCONJ
absel-1882	119	30	should	should	AUX
absel-1882	119	31	make	make	VERB
absel-1882	119	32	a	a	DET
absel-1882	119	33	friendly	friendly	ADJ
absel-1882	119	34	departure	departure	NOUN
absel-1882	119	35	.	.	PUNCT
absel-1882	120	1	however	however	ADV
absel-1882	120	2	,	,	PUNCT
absel-1882	120	3	if	if	SCONJ
absel-1882	120	4	the	the	DET
absel-1882	120	5	prospect	prospect	NOUN
absel-1882	120	6	is	be	AUX
absel-1882	120	7	influenced	influence	VERB
absel-1882	120	8	to	to	PART
absel-1882	120	9	perceive	perceive	VERB
absel-1882	120	10	himself	himself	PRON
absel-1882	120	11	as	as	ADP
absel-1882	120	12	having	have	VERB
absel-1882	120	13	a	a	DET
absel-1882	120	14	problem	problem	NOUN
absel-1882	120	15	,	,	PUNCT
absel-1882	120	16	he	he	PRON
absel-1882	120	17	will	will	AUX
absel-1882	120	18	often	often	ADV
absel-1882	120	19	begin	begin	VERB
absel-1882	120	20	to	to	PART
absel-1882	120	21	regard	regard	VERB
absel-1882	120	22	the	the	DET
absel-1882	120	23	salesperson	salesperson	NOUN
absel-1882	120	24	as	as	ADP
absel-1882	120	25	an	an	DET
absel-1882	120	26	expert	expert	NOUN
absel-1882	120	27	.	.	PUNCT
absel-1882	121	1	in	in	ADP
absel-1882	121	2	the	the	DET
absel-1882	121	3	exploring	exploring	NOUN
absel-1882	121	4	for	for	ADP
absel-1882	121	5	alternative	alternative	ADJ
absel-1882	121	6	solutions	solution	NOUN
absel-1882	121	7	,	,	PUNCT
absel-1882	121	8	the	the	DET
absel-1882	121	9	salesperson	salesperson	NOUN
absel-1882	121	10	should	should	AUX
absel-1882	121	11	help	help	VERB
absel-1882	121	12	the	the	DET
absel-1882	121	13	prospect	prospect	NOUN
absel-1882	121	14	develop	develop	VERB
absel-1882	121	15	his	his	PRON
absel-1882	121	16	problem	problem	NOUN
absel-1882	121	17	’s	’s	PART
absel-1882	121	18	“	"	PUNCT
absel-1882	121	19	ideal	ideal	ADJ
absel-1882	121	20	”	"	PUNCT
absel-1882	121	21	solution	solution	NOUN
absel-1882	121	22	.	.	PUNCT
absel-1882	122	1	it	it	PRON
absel-1882	122	2	should	should	AUX
absel-1882	122	3	be	be	AUX
absel-1882	122	4	consistent	consistent	ADJ
absel-1882	122	5	with	with	ADP
absel-1882	122	6	what	what	PRON
absel-1882	122	7	the	the	DET
absel-1882	122	8	salesperson	salesperson	NOUN
absel-1882	122	9	has	have	AUX
absel-1882	122	10	to	to	PART
absel-1882	122	11	offer	offer	VERB
absel-1882	122	12	.	.	PUNCT
absel-1882	123	1	if	if	SCONJ
absel-1882	123	2	executed	execute	VERB
absel-1882	123	3	properly	properly	ADV
absel-1882	123	4	,	,	PUNCT
absel-1882	123	5	this	this	PRON
absel-1882	123	6	greatly	greatly	ADV
absel-1882	123	7	enhances	enhance	VERB
absel-1882	123	8	the	the	DET
absel-1882	123	9	chances	chance	NOUN
absel-1882	123	10	of	of	ADP
absel-1882	123	11	a	a	DET
absel-1882	123	12	successful	successful	ADJ
absel-1882	123	13	sale	sale	NOUN
absel-1882	123	14	.	.	PUNCT
absel-1882	124	1	to	to	PART
absel-1882	124	2	make	make	VERB
absel-1882	124	3	this	this	DET
absel-1882	124	4	offer	offer	NOUN
absel-1882	124	5	,	,	PUNCT
absel-1882	124	6	the	the	DET
absel-1882	124	7	salesperson	salesperson	NOUN
absel-1882	124	8	should	should	AUX
absel-1882	124	9	elicit	elicit	VERB
absel-1882	124	10	the	the	DET
absel-1882	124	11	prospect	prospect	NOUN
absel-1882	124	12	’s	’s	PART
absel-1882	124	13	involvement	involvement	NOUN
absel-1882	124	14	developments	development	NOUN
absel-1882	124	15	in	in	ADP
absel-1882	124	16	business	business	NOUN
absel-1882	124	17	simulation	simulation	NOUN
absel-1882	124	18	&	&	CCONJ
absel-1882	124	19	experiential	experiential	ADJ
absel-1882	124	20	exercises	exercise	NOUN
absel-1882	124	21	,	,	PUNCT
absel-1882	124	22	volume	volume	NOUN
absel-1882	124	23	16	16	NUM
absel-1882	124	24	,	,	PUNCT
absel-1882	124	25	1989	1989	NUM
absel-1882	124	26	148	148	NUM
absel-1882	124	27	by	by	ADP
absel-1882	124	28	using	use	VERB
absel-1882	124	29	questions	question	NOUN
absel-1882	124	30	and	and	CCONJ
absel-1882	124	31	other	other	ADJ
absel-1882	124	32	microskills	microskill	NOUN
absel-1882	124	33	&	&	CCONJ
absel-1882	124	34	strategies	strategy	NOUN
absel-1882	124	35	,	,	PUNCT
absel-1882	124	36	while	while	SCONJ
absel-1882	124	37	appropriately	appropriately	ADV
absel-1882	124	38	alternating	alternate	VERB
absel-1882	124	39	between	between	ADP
absel-1882	124	40	the	the	DET
absel-1882	124	41	various	various	ADJ
absel-1882	124	42	personas	persona	NOUN
absel-1882	124	43	.	.	PUNCT
absel-1882	125	1	presentation	presentation	NOUN
absel-1882	125	2	stage	stage	NOUN
absel-1882	125	3	after	after	SCONJ
absel-1882	125	4	the	the	DET
absel-1882	125	5	prospect	prospect	NOUN
absel-1882	125	6	is	be	AUX
absel-1882	125	7	made	make	VERB
absel-1882	125	8	aware	aware	ADJ
absel-1882	125	9	of	of	ADP
absel-1882	125	10	his	his	PRON
absel-1882	125	11	problem	problem	NOUN
absel-1882	125	12	,	,	PUNCT
absel-1882	125	13	describes	describe	VERB
absel-1882	125	14	exactly	exactly	ADV
absel-1882	125	15	what	what	PRON
absel-1882	125	16	he	he	PRON
absel-1882	125	17	wants	want	VERB
absel-1882	125	18	and	and	CCONJ
absel-1882	125	19	is	be	AUX
absel-1882	125	20	qualified	qualified	ADJ
absel-1882	125	21	in	in	ADP
absel-1882	125	22	other	other	ADJ
absel-1882	125	23	matters	matter	NOUN
absel-1882	125	24	,	,	PUNCT
absel-1882	125	25	the	the	DET
absel-1882	125	26	salesperson	salesperson	NOUN
absel-1882	125	27	transitions	transition	NOUN
absel-1882	125	28	to	to	ADP
absel-1882	125	29	the	the	DET
absel-1882	125	30	presentation	presentation	NOUN
absel-1882	125	31	stage	stage	NOUN
absel-1882	125	32	.	.	PUNCT
absel-1882	126	1	in	in	ADP
absel-1882	126	2	this	this	DET
absel-1882	126	3	stage	stage	NOUN
absel-1882	126	4	,	,	PUNCT
absel-1882	126	5	the	the	DET
absel-1882	126	6	salesperson	salesperson	NOUN
absel-1882	126	7	presents	present	VERB
absel-1882	126	8	various	various	ADJ
absel-1882	126	9	alternatives	alternative	NOUN
absel-1882	126	10	and	and	CCONJ
absel-1882	126	11	gives	give	VERB
absel-1882	126	12	the	the	DET
absel-1882	126	13	prospect	prospect	NOUN
absel-1882	126	14	the	the	DET
absel-1882	126	15	opportunity	opportunity	NOUN
absel-1882	126	16	to	to	PART
absel-1882	126	17	choose	choose	VERB
absel-1882	126	18	from	from	ADP
absel-1882	126	19	among	among	ADP
absel-1882	126	20	them	they	PRON
absel-1882	126	21	(	(	PUNCT
absel-1882	126	22	including	include	VERB
absel-1882	126	23	his	his	PRON
absel-1882	126	24	present	present	ADJ
absel-1882	126	25	situation	situation	NOUN
absel-1882	126	26	)	)	PUNCT
absel-1882	126	27	.	.	PUNCT
absel-1882	127	1	each	each	DET
absel-1882	127	2	alternative	alternative	NOUN
absel-1882	127	3	is	be	AUX
absel-1882	127	4	explained	explain	VERB
absel-1882	127	5	in	in	ADP
absel-1882	127	6	detail	detail	NOUN
absel-1882	127	7	including	include	VERB
absel-1882	127	8	its	its	PRON
absel-1882	127	9	advantages	advantage	NOUN
absel-1882	127	10	and	and	CCONJ
absel-1882	127	11	disadvantages	disadvantage	NOUN
absel-1882	127	12	.	.	PUNCT
absel-1882	128	1	the	the	DET
absel-1882	128	2	salesperson	salesperson	NOUN
absel-1882	128	3	then	then	ADV
absel-1882	128	4	encourages	encourage	VERB
absel-1882	128	5	the	the	DET
absel-1882	128	6	prospect	prospect	NOUN
absel-1882	128	7	to	to	PART
absel-1882	128	8	express	express	VERB
absel-1882	128	9	his	his	PRON
absel-1882	128	10	perceptions	perception	NOUN
absel-1882	128	11	about	about	ADP
absel-1882	128	12	the	the	DET
absel-1882	128	13	pros	pro	NOUN
absel-1882	128	14	and	and	CCONJ
absel-1882	128	15	cons	con	NOUN
absel-1882	128	16	of	of	ADP
absel-1882	128	17	each	each	DET
absel-1882	128	18	option	option	NOUN
absel-1882	128	19	(	(	PUNCT
absel-1882	128	20	including	include	VERB
absel-1882	128	21	his	his	PRON
absel-1882	128	22	present	present	ADJ
absel-1882	128	23	situation	situation	NOUN
absel-1882	128	24	)	)	PUNCT
absel-1882	128	25	.	.	PUNCT
absel-1882	129	1	if	if	SCONJ
absel-1882	129	2	the	the	DET
absel-1882	129	3	salesperson	salesperson	NOUN
absel-1882	129	4	executed	execute	VERB
absel-1882	129	5	the	the	DET
absel-1882	129	6	strategy	strategy	NOUN
absel-1882	129	7	correctly	correctly	ADV
absel-1882	129	8	during	during	ADP
absel-1882	129	9	the	the	DET
absel-1882	129	10	qualification	qualification	NOUN
absel-1882	129	11	stage	stage	NOUN
absel-1882	129	12	,	,	PUNCT
absel-1882	129	13	prospect	prospect	NOUN
absel-1882	129	14	would	would	AUX
absel-1882	129	15	not	not	PART
absel-1882	129	16	consider	consider	VERB
absel-1882	129	17	his	his	PRON
absel-1882	129	18	status	status	NOUN
absel-1882	129	19	quo	quo	NOUN
absel-1882	129	20	as	as	ADP
absel-1882	129	21	a	a	DET
absel-1882	129	22	viable	viable	ADJ
absel-1882	129	23	option	option	NOUN
absel-1882	129	24	.	.	PUNCT
absel-1882	130	1	instead	instead	ADV
absel-1882	130	2	,	,	PUNCT
absel-1882	130	3	he	he	PRON
absel-1882	130	4	would	would	AUX
absel-1882	130	5	select	select	VERB
absel-1882	130	6	one	one	NUM
absel-1882	130	7	of	of	ADP
absel-1882	130	8	the	the	DET
absel-1882	130	9	other	other	ADJ
absel-1882	130	10	options	option	NOUN
absel-1882	130	11	that	that	PRON
absel-1882	130	12	is	be	AUX
absel-1882	130	13	consistent	consistent	ADJ
absel-1882	130	14	with	with	ADP
absel-1882	130	15	what	what	PRON
absel-1882	130	16	the	the	DET
absel-1882	130	17	salesperson	salesperson	NOUN
absel-1882	130	18	has	have	AUX
absel-1882	130	19	to	to	PART
absel-1882	130	20	offer	offer	VERB
absel-1882	130	21	.	.	PUNCT
absel-1882	131	1	close	close	ADJ
absel-1882	131	2	and	and	CCONJ
absel-1882	131	3	post	post	ADJ
absel-1882	131	4	-	-	ADJ
absel-1882	131	5	close	close	ADJ
absel-1882	131	6	stage	stage	NOUN
absel-1882	131	7	q	q	NOUN
absel-1882	131	8	-	-	PUNCT
absel-1882	131	9	ice	ice	NOUN
absel-1882	131	10	the	the	DET
absel-1882	131	11	prospect	prospect	NOUN
absel-1882	131	12	has	have	AUX
absel-1882	131	13	assessed	assess	VERB
absel-1882	131	14	each	each	DET
absel-1882	131	15	alternative	alternative	NOUN
absel-1882	131	16	,	,	PUNCT
absel-1882	131	17	the	the	DET
absel-1882	131	18	closing	closing	NOUN
absel-1882	131	19	question	question	NOUN
absel-1882	131	20	should	should	AUX
absel-1882	131	21	be	be	AUX
absel-1882	131	22	,	,	PUNCT
absel-1882	131	23	“	"	PUNCT
absel-1882	131	24	of	of	ADP
absel-1882	131	25	all	all	DET
absel-1882	131	26	the	the	DET
absel-1882	131	27	available	available	ADJ
absel-1882	131	28	alternatives	alternative	NOUN
absel-1882	131	29	,	,	PUNCT
absel-1882	131	30	which	which	PRON
absel-1882	131	31	one	one	PRON
absel-1882	131	32	makes	make	VERB
absel-1882	131	33	the	the	DET
absel-1882	131	34	most	most	ADJ
absel-1882	131	35	sense	sense	NOUN
absel-1882	131	36	to	to	ADP
absel-1882	131	37	you	you	PRON
absel-1882	131	38	?	?	PUNCT
absel-1882	131	39	”	"	PUNCT
absel-1882	132	1	unless	unless	SCONJ
absel-1882	132	2	the	the	DET
absel-1882	132	3	prospect	prospect	NOUN
absel-1882	132	4	decides	decide	VERB
absel-1882	132	5	to	to	PART
absel-1882	132	6	maintain	maintain	VERB
absel-1882	132	7	the	the	DET
absel-1882	132	8	status	status	NOUN
absel-1882	132	9	quo	quo	NOUN
absel-1882	132	10	.	.	PUNCT
absel-1882	133	1	his	his	PRON
absel-1882	133	2	only	only	ADJ
absel-1882	133	3	other	other	ADJ
absel-1882	133	4	option	option	NOUN
absel-1882	133	5	is	be	AUX
absel-1882	133	6	to	to	PART
absel-1882	133	7	select	select	VERB
absel-1882	133	8	one	one	NUM
absel-1882	133	9	of	of	ADP
absel-1882	133	10	the	the	DET
absel-1882	133	11	remaining	remain	VERB
absel-1882	133	12	alternatives	alternative	NOUN
absel-1882	133	13	,	,	PUNCT
absel-1882	133	14	with	with	ADP
absel-1882	133	15	this	this	DET
absel-1882	133	16	approach	approach	NOUN
absel-1882	133	17	,	,	PUNCT
absel-1882	133	18	there	there	PRON
absel-1882	133	19	is	be	VERB
absel-1882	133	20	no	no	DET
absel-1882	133	21	need	need	NOUN
absel-1882	133	22	to	to	PART
absel-1882	133	23	use	use	VERB
absel-1882	133	24	pre	pre	ADJ
absel-1882	133	25	-	-	ADJ
absel-1882	133	26	memorized	memorized	ADJ
absel-1882	133	27	objection	objection	NOUN
absel-1882	133	28	handlers	handler	NOUN
absel-1882	133	29	to	to	PART
absel-1882	133	30	overcome	overcome	VERB
absel-1882	133	31	objections	objection	NOUN
absel-1882	133	32	,	,	PUNCT
absel-1882	133	33	nor	nor	CCONJ
absel-1882	133	34	is	be	AUX
absel-1882	133	35	there	there	PRON
absel-1882	133	36	a	a	DET
absel-1882	133	37	need	need	NOUN
absel-1882	133	38	to	to	PART
absel-1882	133	39	pressure	pressure	VERB
absel-1882	133	40	the	the	DET
absel-1882	133	41	prospect	prospect	NOUN
absel-1882	133	42	.	.	PUNCT
absel-1882	134	1	this	this	DET
absel-1882	134	2	approach	approach	NOUN
absel-1882	134	3	assures	assure	VERB
absel-1882	134	4	that	that	SCONJ
absel-1882	134	5	the	the	DET
absel-1882	134	6	prospect	prospect	NOUN
absel-1882	134	7	knows	know	VERB
absel-1882	134	8	what	what	PRON
absel-1882	134	9	is	be	AUX
absel-1882	134	10	best	good	ADJ
absel-1882	134	11	for	for	ADP
absel-1882	134	12	himself	himself	PRON
absel-1882	134	13	,	,	PUNCT
absel-1882	134	14	and	and	CCONJ
absel-1882	134	15	that	that	SCONJ
absel-1882	134	16	this	this	DET
absel-1882	134	17	selfinterest	selfinterest	NOUN
absel-1882	134	18	will	will	AUX
absel-1882	134	19	exert	exert	VERB
absel-1882	134	20	the	the	DET
absel-1882	134	21	necessary	necessary	ADJ
absel-1882	134	22	internal	internal	ADJ
absel-1882	134	23	pressure	pressure	NOUN
absel-1882	134	24	to	to	PART
absel-1882	134	25	motivate	motivate	VERB
absel-1882	134	26	him	he	PRON
absel-1882	134	27	to	to	PART
absel-1882	134	28	make	make	VERB
absel-1882	134	29	the	the	DET
absel-1882	134	30	correct	correct	ADJ
absel-1882	134	31	decision	decision	NOUN
absel-1882	134	32	.	.	PUNCT
absel-1882	135	1	if	if	SCONJ
absel-1882	135	2	the	the	DET
absel-1882	135	3	prospect	prospect	NOUN
absel-1882	135	4	chooses	choose	VERB
absel-1882	135	5	not	not	PART
absel-1882	135	6	to	to	PART
absel-1882	135	7	buy	buy	VERB
absel-1882	135	8	,	,	PUNCT
absel-1882	135	9	the	the	DET
absel-1882	135	10	salesperson	salesperson	NOUN
absel-1882	135	11	should	should	AUX
absel-1882	135	12	leave	leave	VERB
absel-1882	135	13	after	after	ADP
absel-1882	135	14	thanking	thank	VERB
absel-1882	135	15	him	he	PRON
absel-1882	135	16	for	for	ADP
absel-1882	135	17	the	the	DET
absel-1882	135	18	opportunity	opportunity	NOUN
absel-1882	135	19	to	to	PART
absel-1882	135	20	present	present	VERB
absel-1882	135	21	his	his	PRON
absel-1882	135	22	services	service	NOUN
absel-1882	135	23	.	.	PUNCT
absel-1882	136	1	if	if	SCONJ
absel-1882	136	2	the	the	DET
absel-1882	136	3	prospect	prospect	NOUN
absel-1882	136	4	does	do	AUX
absel-1882	136	5	buy	buy	VERB
absel-1882	136	6	.	.	PUNCT
absel-1882	137	1	then	then	ADV
absel-1882	137	2	the	the	DET
absel-1882	137	3	salesperson	salesperson	NOUN
absel-1882	137	4	and	and	CCONJ
absel-1882	137	5	the	the	DET
absel-1882	137	6	customer	customer	NOUN
absel-1882	137	7	just	just	ADV
absel-1882	137	8	fill	fill	VERB
absel-1882	137	9	cut	cut	VERB
absel-1882	137	10	the	the	DET
absel-1882	137	11	paperwork	paperwork	NOUN
absel-1882	137	12	together	together	ADV
absel-1882	137	13	.	.	PUNCT
absel-1882	138	1	this	this	DET
absel-1882	138	2	step	step	NOUN
absel-1882	138	3	should	should	AUX
absel-1882	138	4	be	be	AUX
absel-1882	138	5	followed	follow	VERB
absel-1882	138	6	by	by	ADP
absel-1882	138	7	a	a	DET
absel-1882	138	8	post	post	ADJ
absel-1882	138	9	-	-	ADJ
absel-1882	138	10	close	close	ADJ
absel-1882	138	11	strategy	strategy	NOUN
absel-1882	138	12	which	which	PRON
absel-1882	138	13	allows	allow	VERB
absel-1882	138	14	the	the	DET
absel-1882	138	15	new	new	ADJ
absel-1882	138	16	customer	customer	NOUN
absel-1882	138	17	an	an	DET
absel-1882	138	18	opportunity	opportunity	NOUN
absel-1882	138	19	to	to	PART
absel-1882	138	20	renege	renege	VERB
absel-1882	138	21	on	on	ADP
absel-1882	138	22	the	the	DET
absel-1882	138	23	sale	sale	NOUN
absel-1882	138	24	.	.	PUNCT
absel-1882	139	1	if	if	SCONJ
absel-1882	139	2	the	the	DET
absel-1882	139	3	customer	customer	NOUN
absel-1882	139	4	agrees	agree	VERB
absel-1882	139	5	not	not	PART
absel-1882	139	6	to	to	PART
absel-1882	139	7	renege	renege	VERB
absel-1882	139	8	on	on	ADP
absel-1882	139	9	the	the	DET
absel-1882	139	10	sale	sale	NOUN
absel-1882	139	11	,	,	PUNCT
absel-1882	139	12	his	his	PRON
absel-1882	139	13	decision	decision	NOUN
absel-1882	139	14	has	have	VERB
absel-1882	139	15	the	the	DET
absel-1882	139	16	effect	effect	NOUN
absel-1882	139	17	of	of	ADP
absel-1882	139	18	reducing	reduce	VERB
absel-1882	139	19	his	his	PRON
absel-1882	139	20	cognitive	cognitive	ADJ
absel-1882	139	21	dissonance	dissonance	NOUN
absel-1882	139	22	.	.	PUNCT
absel-1882	140	1	at	at	ADP
absel-1882	140	2	this	this	DET
absel-1882	140	3	time	time	NOUN
absel-1882	140	4	the	the	DET
absel-1882	140	5	salesperson	salesperson	NOUN
absel-1882	140	6	may	may	AUX
absel-1882	140	7	ask	ask	VERB
absel-1882	140	8	the	the	DET
absel-1882	140	9	customer	customer	NOUN
absel-1882	140	10	for	for	ADP
absel-1882	140	11	referrals	referral	NOUN
absel-1882	140	12	which	which	PRON
absel-1882	140	13	also	also	ADV
absel-1882	140	14	reduces	reduce	VERB
absel-1882	140	15	cognitive	cognitive	ADJ
absel-1882	140	16	dissonance	dissonance	NOUN
absel-1882	140	17	by	by	ADP
absel-1882	140	18	further	far	ADV
absel-1882	140	19	committing	commit	VERB
absel-1882	140	20	the	the	DET
absel-1882	140	21	customer	customer	NOUN
absel-1882	140	22	.	.	PUNCT
absel-1882	141	1	as	as	ADP
absel-1882	141	2	the	the	DET
absel-1882	141	3	final	final	ADJ
absel-1882	141	4	steps	step	NOUN
absel-1882	141	5	in	in	ADP
absel-1882	141	6	the	the	DET
absel-1882	141	7	sales	sale	NOUN
absel-1882	141	8	process	process	NOUN
absel-1882	141	9	,	,	PUNCT
absel-1882	141	10	the	the	DET
absel-1882	141	11	salesperson	salesperson	NOUN
absel-1882	141	12	installs	install	VERB
absel-1882	141	13	the	the	DET
absel-1882	141	14	product	product	NOUN
absel-1882	141	15	,	,	PUNCT
absel-1882	141	16	follows	follow	VERB
absel-1882	141	17	-	-	PUNCT
absel-1882	141	18	up	up	NOUN
absel-1882	141	19	for	for	ADP
absel-1882	141	20	repeat	repeat	NOUN
absel-1882	141	21	business	business	NOUN
absel-1882	141	22	and	and	CCONJ
absel-1882	141	23	definitely	definitely	ADV
absel-1882	141	24	asks	ask	VERB
absel-1882	141	25	the	the	DET
absel-1882	141	26	satisfied	satisfied	ADJ
absel-1882	141	27	customer	customer	NOUN
absel-1882	141	28	for	for	ADP
absel-1882	141	29	additional	additional	ADJ
absel-1882	141	30	referrals	referral	NOUN
absel-1882	141	31	.	.	PUNCT
absel-1882	142	1	teaching	teach	VERB
absel-1882	142	2	the	the	DET
absel-1882	142	3	skills	skill	NOUN
absel-1882	142	4	even	even	ADV
absel-1882	142	5	more	more	ADV
absel-1882	142	6	important	important	ADJ
absel-1882	142	7	than	than	ADP
absel-1882	142	8	knowing	know	VERB
absel-1882	142	9	the	the	DET
absel-1882	142	10	above	above	ADJ
absel-1882	142	11	information	information	NOUN
absel-1882	142	12	is	be	AUX
absel-1882	142	13	being	be	AUX
absel-1882	142	14	able	able	ADJ
absel-1882	142	15	to	to	PART
absel-1882	142	16	internalize	internalize	VERB
absel-1882	142	17	and	and	CCONJ
absel-1882	142	18	use	use	VERB
absel-1882	142	19	it	it	PRON
absel-1882	142	20	in	in	ADP
absel-1882	142	21	a	a	DET
absel-1882	142	22	natural	natural	ADJ
absel-1882	142	23	conversational	conversational	ADJ
absel-1882	142	24	way	way	NOUN
absel-1882	142	25	.	.	PUNCT
absel-1882	143	1	before	before	ADP
absel-1882	143	2	starting	start	VERB
absel-1882	143	3	the	the	DET
absel-1882	143	4	training	training	NOUN
absel-1882	143	5	,	,	PUNCT
absel-1882	143	6	the	the	DET
absel-1882	143	7	student	student	NOUN
absel-1882	143	8	is	be	AUX
absel-1882	143	9	directed	direct	VERB
absel-1882	143	10	to	to	PART
absel-1882	143	11	contact	contact	VERB
absel-1882	143	12	a	a	DET
absel-1882	143	13	local	local	ADJ
absel-1882	143	14	industrial	industrial	ADJ
absel-1882	143	15	organization	organization	NOUN
absel-1882	143	16	and	and	CCONJ
absel-1882	143	17	gain	gain	VERB
absel-1882	143	18	product	product	NOUN
absel-1882	143	19	knowledge	knowledge	NOUN
absel-1882	143	20	.	.	PUNCT
absel-1882	144	1	this	this	PRON
absel-1882	144	2	means	mean	VERB
absel-1882	144	3	that	that	SCONJ
absel-1882	144	4	the	the	DET
absel-1882	144	5	student	student	NOUN
absel-1882	144	6	should	should	AUX
absel-1882	144	7	know	know	VERB
absel-1882	144	8	the	the	DET
absel-1882	144	9	advantages	advantage	NOUN
absel-1882	144	10	and	and	CCONJ
absel-1882	144	11	disadvantages	disadvantage	NOUN
absel-1882	144	12	of	of	ADP
absel-1882	144	13	a	a	DET
absel-1882	144	14	product	product	NOUN
absel-1882	144	15	in	in	ADP
absel-1882	144	16	relations	relation	NOUN
absel-1882	144	17	to	to	ADP
absel-1882	144	18	its	its	PRON
absel-1882	144	19	competitors	competitor	NOUN
absel-1882	144	20	.	.	PUNCT
absel-1882	145	1	the	the	DET
absel-1882	145	2	student	student	NOUN
absel-1882	145	3	is	be	AUX
absel-1882	145	4	asked	ask	VERB
absel-1882	145	5	to	to	PART
absel-1882	145	6	make	make	VERB
absel-1882	145	7	a	a	DET
absel-1882	145	8	formal	formal	ADJ
absel-1882	145	9	sales	sale	NOUN
absel-1882	145	10	presentation	presentation	NOUN
absel-1882	145	11	to	to	ADP
absel-1882	145	12	another	another	DET
absel-1882	145	13	student	student	NOUN
absel-1882	145	14	.	.	PUNCT
absel-1882	146	1	this	this	DET
absel-1882	146	2	presentation	presentation	NOUN
absel-1882	146	3	is	be	AUX
absel-1882	146	4	video	video	NOUN
absel-1882	146	5	taped	tape	VERB
absel-1882	146	6	and	and	CCONJ
absel-1882	146	7	represents	represent	VERB
absel-1882	146	8	the	the	DET
absel-1882	146	9	students	student	NOUN
absel-1882	146	10	skill	skill	NOUN
absel-1882	146	11	level	level	NOUN
absel-1882	146	12	“	"	PUNCT
absel-1882	146	13	before	before	ADP
absel-1882	146	14	”	"	PUNCT
absel-1882	146	15	training	training	NOUN
absel-1882	146	16	.	.	PUNCT
absel-1882	147	1	formal	formal	ADJ
absel-1882	147	2	training	training	NOUN
absel-1882	147	3	is	be	AUX
absel-1882	147	4	broken	break	VERB
absel-1882	147	5	down	down	ADP
absel-1882	147	6	into	into	ADP
absel-1882	147	7	three	three	NUM
absel-1882	147	8	major	major	ADJ
absel-1882	147	9	areas	area	NOUN
absel-1882	147	10	.	.	PUNCT
absel-1882	148	1	they	they	PRON
absel-1882	148	2	are	be	AUX
absel-1882	148	3	dyadic	dyadic	ADJ
absel-1882	148	4	behaviors	behavior	NOUN
absel-1882	148	5	,	,	PUNCT
absel-1882	148	6	microskills	microskill	NOUN
absel-1882	148	7	and	and	CCONJ
absel-1882	148	8	sales	sale	NOUN
absel-1882	148	9	process	process	NOUN
absel-1882	148	10	.	.	PUNCT
absel-1882	149	1	training	training	NOUN
absel-1882	149	2	starts	start	VERB
absel-1882	149	3	with	with	ADP
absel-1882	149	4	the	the	DET
absel-1882	149	5	student	student	NOUN
absel-1882	149	6	being	be	AUX
absel-1882	149	7	taught	teach	VERB
absel-1882	149	8	to	to	PART
absel-1882	149	9	recognize	recognize	VERB
absel-1882	149	10	the	the	DET
absel-1882	149	11	various	various	ADJ
absel-1882	149	12	prospect	prospect	NOUN
absel-1882	149	13	’s	’s	PART
absel-1882	149	14	behavior	behavior	NOUN
absel-1882	149	15	(	(	PUNCT
absel-1882	149	16	q	q	X
absel-1882	149	17	’s	’s	NOUN
absel-1882	149	18	)	)	PUNCT
absel-1882	149	19	.	.	PUNCT
absel-1882	150	1	next	next	ADV
absel-1882	150	2	,	,	PUNCT
absel-1882	150	3	through	through	ADP
absel-1882	150	4	explanation	explanation	NOUN
absel-1882	150	5	and	and	CCONJ
absel-1882	150	6	demonstration	demonstration	NOUN
absel-1882	150	7	,	,	PUNCT
absel-1882	150	8	he	he	PRON
absel-1882	150	9	is	be	AUX
absel-1882	150	10	taught	teach	VERB
absel-1882	150	11	the	the	DET
absel-1882	150	12	notions	notion	NOUN
absel-1882	150	13	that	that	PRON
absel-1882	150	14	define	define	VERB
absel-1882	150	15	an	an	DET
absel-1882	150	16	ideal	ideal	ADJ
absel-1882	150	17	”	"	PUNCT
absel-1882	150	18	sales	sale	NOUN
absel-1882	150	19	persona	persona	NOUN
absel-1882	150	20	.	.	PUNCT
absel-1882	151	1	afterwards	afterwards	ADV
absel-1882	151	2	,	,	PUNCT
absel-1882	151	3	each	each	DET
absel-1882	151	4	microskill	microskill	NOUN
absel-1882	151	5	is	be	AUX
absel-1882	151	6	conveyed	convey	VERB
absel-1882	151	7	by	by	ADP
absel-1882	151	8	explaining	explain	VERB
absel-1882	151	9	the	the	DET
absel-1882	151	10	underlying	underlie	VERB
absel-1882	151	11	theory	theory	NOUN
absel-1882	151	12	followed	follow	VERB
absel-1882	151	13	by	by	ADP
absel-1882	151	14	a	a	DET
absel-1882	151	15	demonstration	demonstration	NOUN
absel-1882	151	16	of	of	ADP
absel-1882	151	17	that	that	DET
absel-1882	151	18	skill	skill	NOUN
absel-1882	151	19	.	.	PUNCT
absel-1882	152	1	then	then	ADV
absel-1882	152	2	the	the	DET
absel-1882	152	3	student	student	NOUN
absel-1882	152	4	is	be	AUX
absel-1882	152	5	instructed	instruct	VERB
absel-1882	152	6	how	how	SCONJ
absel-1882	152	7	to	to	PART
absel-1882	152	8	integrate	integrate	VERB
absel-1882	152	9	the	the	DET
absel-1882	152	10	above	above	ADJ
absel-1882	152	11	two	two	NUM
absel-1882	152	12	skills	skill	NOUN
absel-1882	152	13	into	into	ADP
absel-1882	152	14	the	the	DET
absel-1882	152	15	sales	sale	NOUN
absel-1882	152	16	process	process	NOUN
absel-1882	152	17	.	.	PUNCT
absel-1882	153	1	following	follow	VERB
absel-1882	153	2	is	be	AUX
absel-1882	153	3	the	the	DET
absel-1882	153	4	method	method	NOUN
absel-1882	153	5	that	that	PRON
absel-1882	153	6	i	i	PRON
absel-1882	153	7	employ	employ	VERB
absel-1882	153	8	.	.	PUNCT
absel-1882	154	1	first	first	ADV
absel-1882	154	2	,	,	PUNCT
absel-1882	154	3	i	i	PRON
absel-1882	154	4	advise	advise	VERB
absel-1882	154	5	each	each	DET
absel-1882	154	6	student	student	NOUN
absel-1882	154	7	to	to	PART
absel-1882	154	8	choose	choose	VERB
absel-1882	154	9	a	a	DET
absel-1882	154	10	partner	partner	NOUN
absel-1882	154	11	with	with	ADP
absel-1882	154	12	whom	whom	PRON
absel-1882	154	13	to	to	PART
absel-1882	154	14	practice	practice	VERB
absel-1882	154	15	the	the	DET
absel-1882	154	16	skills	skill	NOUN
absel-1882	154	17	.	.	PUNCT
absel-1882	155	1	the	the	DET
absel-1882	155	2	importance	importance	NOUN
absel-1882	155	3	of	of	ADP
absel-1882	155	4	a	a	DET
absel-1882	155	5	good	good	ADJ
absel-1882	155	6	partner	partner	NOUN
absel-1882	155	7	can	can	AUX
absel-1882	155	8	not	not	PART
absel-1882	155	9	be	be	AUX
absel-1882	155	10	over	over	ADV
absel-1882	155	11	-	-	PUNCT
absel-1882	155	12	stated	state	VERB
absel-1882	155	13	.	.	PUNCT
absel-1882	156	1	later	later	ADV
absel-1882	156	2	,	,	PUNCT
absel-1882	156	3	i	i	PRON
absel-1882	156	4	break	break	VERB
absel-1882	156	5	the	the	DET
absel-1882	156	6	class	class	NOUN
absel-1882	156	7	into	into	ADP
absel-1882	156	8	two	two	NUM
absel-1882	156	9	groups	group	NOUN
absel-1882	156	10	with	with	ADP
absel-1882	156	11	half	half	NOUN
absel-1882	156	12	of	of	ADP
absel-1882	156	13	the	the	DET
absel-1882	156	14	class	class	NOUN
absel-1882	156	15	representing	represent	VERB
absel-1882	156	16	salespeople	salesperson	NOUN
absel-1882	156	17	and	and	CCONJ
absel-1882	156	18	the	the	DET
absel-1882	156	19	other	other	ADJ
absel-1882	156	20	half	half	ADJ
absel-1882	156	21	representing	represent	VERB
absel-1882	156	22	prospects	prospect	NOUN
absel-1882	156	23	.	.	PUNCT
absel-1882	157	1	i	i	PRON
absel-1882	157	2	then	then	ADV
absel-1882	157	3	have	have	VERB
absel-1882	157	4	each	each	DET
absel-1882	157	5	student	student	NOUN
absel-1882	157	6	role	role	NOUN
absel-1882	157	7	play	play	VERB
absel-1882	157	8	their	their	PRON
absel-1882	157	9	newly	newly	ADV
absel-1882	157	10	learned	learn	VERB
absel-1882	157	11	skills	skill	NOUN
absel-1882	157	12	with	with	ADP
absel-1882	157	13	another	another	DET
absel-1882	157	14	class	class	NOUN
absel-1882	157	15	member	member	NOUN
absel-1882	157	16	.	.	PUNCT
absel-1882	158	1	after	after	SCONJ
absel-1882	158	2	each	each	PRON
absel-1882	158	3	encounter	encounter	VERB
absel-1882	158	4	the	the	DET
absel-1882	158	5	student	student	NOUN
absel-1882	158	6	switches	switch	NOUN
absel-1882	158	7	roles	role	NOUN
absel-1882	158	8	and	and	CCONJ
absel-1882	158	9	partners	partner	NOUN
absel-1882	158	10	,	,	PUNCT
absel-1882	158	11	and	and	CCONJ
absel-1882	158	12	continues	continue	VERB
absel-1882	158	13	to	to	PART
absel-1882	158	14	practice	practice	VERB
absel-1882	158	15	until	until	SCONJ
absel-1882	158	16	they	they	PRON
absel-1882	158	17	get	get	VERB
absel-1882	158	18	uses	use	NOUN
absel-1882	158	19	to	to	ADP
absel-1882	158	20	their	their	PRON
absel-1882	158	21	newly	newly	ADV
absel-1882	158	22	acquired	acquire	VERB
absel-1882	158	23	skills	skill	NOUN
absel-1882	158	24	.	.	PUNCT
absel-1882	159	1	this	this	DET
absel-1882	159	2	switching	switching	NOUN
absel-1882	159	3	occurs	occur	VERB
absel-1882	159	4	three	three	NUM
absel-1882	159	5	or	or	CCONJ
absel-1882	159	6	four	four	NUM
absel-1882	159	7	times	time	NOUN
absel-1882	159	8	.	.	PUNCT
absel-1882	160	1	afterwards	afterwards	ADV
absel-1882	160	2	,	,	PUNCT
absel-1882	160	3	more	more	ADJ
absel-1882	160	4	skills	skill	NOUN
absel-1882	160	5	are	be	AUX
absel-1882	160	6	introduced	introduce	VERB
absel-1882	160	7	and	and	CCONJ
absel-1882	160	8	the	the	DET
absel-1882	160	9	process	process	NOUN
absel-1882	160	10	is	be	AUX
absel-1882	160	11	repeated	repeat	VERB
absel-1882	160	12	.	.	PUNCT
absel-1882	161	1	the	the	DET
absel-1882	161	2	student	student	NOUN
absel-1882	161	3	must	must	AUX
absel-1882	161	4	also	also	ADV
absel-1882	161	5	learn	learn	VERB
absel-1882	161	6	to	to	PART
absel-1882	161	7	personify	personify	VERB
absel-1882	161	8	the	the	DET
absel-1882	161	9	microskills	microskill	NOUN
absel-1882	161	10	by	by	ADP
absel-1882	161	11	using	use	VERB
absel-1882	161	12	one	one	NUM
absel-1882	161	13	or	or	CCONJ
absel-1882	161	14	more	more	ADJ
absel-1882	161	15	of	of	ADP
absel-1882	161	16	the	the	DET
absel-1882	161	17	“	"	PUNCT
absel-1882	161	18	ideal	ideal	ADJ
absel-1882	161	19	”	"	PUNCT
absel-1882	161	20	personas	persona	NOUN
absel-1882	161	21	.	.	PUNCT
absel-1882	162	1	part	part	NOUN
absel-1882	162	2	of	of	ADP
absel-1882	162	3	the	the	DET
absel-1882	162	4	teaching	teaching	NOUN
absel-1882	162	5	is	be	AUX
absel-1882	162	6	not	not	PART
absel-1882	162	7	only	only	ADV
absel-1882	162	8	to	to	PART
absel-1882	162	9	explain	explain	VERB
absel-1882	162	10	and	and	CCONJ
absel-1882	162	11	demonstrate	demonstrate	VERB
absel-1882	162	12	,	,	PUNCT
absel-1882	162	13	bit	bit	NOUN
absel-1882	162	14	also	also	ADV
absel-1882	162	15	to	to	PART
absel-1882	162	16	coach	coach	VERB
absel-1882	162	17	the	the	DET
absel-1882	162	18	student	student	NOUN
absel-1882	162	19	to	to	PART
absel-1882	162	20	personify	personify	VERB
absel-1882	162	21	the	the	DET
absel-1882	162	22	microskills	microskill	NOUN
absel-1882	162	23	correctly	correctly	ADV
absel-1882	162	24	.	.	PUNCT
absel-1882	163	1	as	as	SCONJ
absel-1882	163	2	the	the	DET
absel-1882	163	3	semester	semester	NOUN
absel-1882	163	4	progresses	progress	VERB
absel-1882	163	5	,	,	PUNCT
absel-1882	163	6	repeated	repeat	VERB
absel-1882	163	7	practice	practice	NOUN
absel-1882	163	8	reinforces	reinforce	VERB
absel-1882	163	9	old	old	ADJ
absel-1882	163	10	skills	skill	NOUN
absel-1882	163	11	while	while	SCONJ
absel-1882	163	12	new	new	ADJ
absel-1882	163	13	ones	one	NOUN
absel-1882	163	14	are	be	AUX
absel-1882	163	15	continuously	continuously	ADV
absel-1882	163	16	being	be	AUX
absel-1882	163	17	added	add	VERB
absel-1882	163	18	.	.	PUNCT
absel-1882	164	1	once	once	SCONJ
absel-1882	164	2	the	the	DET
absel-1882	164	3	student	student	NOUN
absel-1882	164	4	is	be	AUX
absel-1882	164	5	able	able	ADJ
absel-1882	164	6	to	to	PART
absel-1882	164	7	personify	personify	VERB
absel-1882	164	8	the	the	DET
absel-1882	164	9	microskills	microskill	NOUN
absel-1882	164	10	,	,	PUNCT
absel-1882	164	11	he	he	PRON
absel-1882	164	12	then	then	ADV
absel-1882	164	13	learns	learn	VERB
absel-1882	164	14	to	to	PART
absel-1882	164	15	use	use	VERB
absel-1882	164	16	them	they	PRON
absel-1882	164	17	within	within	ADP
absel-1882	164	18	the	the	DET
absel-1882	164	19	sales	sale	NOUN
absel-1882	164	20	process	process	NOUN
absel-1882	164	21	.	.	PUNCT
absel-1882	165	1	i	i	PRON
absel-1882	165	2	have	have	VERB
absel-1882	165	3	the	the	DET
absel-1882	165	4	partners	partner	NOUN
absel-1882	165	5	role	role	NOUN
absel-1882	165	6	play	play	VERB
absel-1882	165	7	continuously	continuously	ADV
absel-1882	165	8	until	until	SCONJ
absel-1882	165	9	they	they	PRON
absel-1882	165	10	integrate	integrate	VERB
absel-1882	165	11	the	the	DET
absel-1882	165	12	microskills	microskill	NOUN
absel-1882	165	13	and	and	CCONJ
absel-1882	165	14	personas	persona	NOUN
absel-1882	165	15	within	within	ADP
absel-1882	165	16	the	the	DET
absel-1882	165	17	sales	sale	NOUN
absel-1882	165	18	process	process	NOUN
absel-1882	165	19	.	.	PUNCT
absel-1882	166	1	many	many	ADJ
absel-1882	166	2	of	of	ADP
absel-1882	166	3	these	these	DET
absel-1882	166	4	sessions	session	NOUN
absel-1882	166	5	are	be	AUX
absel-1882	166	6	video	video	NOUN
absel-1882	166	7	tape	tape	NOUN
absel-1882	166	8	.	.	PUNCT
absel-1882	167	1	through	through	ADP
absel-1882	167	2	repeated	repeat	VERB
absel-1882	167	3	role	role	NOUN
absel-1882	167	4	playing	playing	NOUN
absel-1882	167	5	,	,	PUNCT
absel-1882	167	6	coaching	coaching	NOUN
absel-1882	167	7	and	and	CCONJ
absel-1882	167	8	reviewing	reviewing	NOUN
absel-1882	167	9	of	of	ADP
absel-1882	167	10	video	video	NOUN
absel-1882	167	11	tapes	tape	NOUN
absel-1882	167	12	,	,	PUNCT
absel-1882	167	13	the	the	DET
absel-1882	167	14	student	student	NOUN
absel-1882	167	15	finally	finally	ADV
absel-1882	167	16	learns	learn	VERB
absel-1882	167	17	to	to	PART
absel-1882	167	18	internalize	internalize	VERB
absel-1882	167	19	these	these	DET
absel-1882	167	20	skills	skill	NOUN
absel-1882	167	21	so	so	SCONJ
absel-1882	167	22	they	they	PRON
absel-1882	167	23	appear	appear	VERB
absel-1882	167	24	natural	natural	ADJ
absel-1882	167	25	.	.	PUNCT
absel-1882	168	1	conclusion	conclusion	NOUN
absel-1882	168	2	although	although	SCONJ
absel-1882	168	3	this	this	DET
absel-1882	168	4	paper	paper	NOUN
absel-1882	168	5	is	be	AUX
absel-1882	168	6	a	a	DET
absel-1882	168	7	very	very	ADV
absel-1882	168	8	brief	brief	ADJ
absel-1882	168	9	review	review	NOUN
absel-1882	168	10	pertaining	pertain	VERB
absel-1882	168	11	to	to	ADP
absel-1882	168	12	the	the	DET
absel-1882	168	13	whole	whole	ADJ
absel-1882	168	14	topic	topic	NOUN
absel-1882	168	15	of	of	ADP
absel-1882	168	16	counselor	counselor	NOUN
absel-1882	168	17	selling	selling	NOUN
absel-1882	168	18	and	and	CCONJ
absel-1882	168	19	how	how	SCONJ
absel-1882	168	20	it	it	PRON
absel-1882	168	21	is	be	AUX
absel-1882	168	22	taught	teach	VERB
absel-1882	168	23	,	,	PUNCT
absel-1882	168	24	it	it	PRON
absel-1882	168	25	presents	present	VERB
absel-1882	168	26	enough	enough	ADJ
absel-1882	168	27	information	information	NOUN
absel-1882	168	28	to	to	PART
absel-1882	168	29	help	help	VERB
absel-1882	168	30	the	the	DET
absel-1882	168	31	reader	reader	NOUN
absel-1882	168	32	realize	realize	VERB
absel-1882	168	33	the	the	DET
absel-1882	168	34	extent	extent	NOUN
absel-1882	168	35	to	to	PART
absel-1882	168	36	which	which	DET
absel-1882	168	37	salesmanship	salesmanship	NOUN
absel-1882	168	38	has	have	AUX
absel-1882	168	39	developed	develop	VERB
absel-1882	168	40	.	.	PUNCT
absel-1882	169	1	before	before	ADP
absel-1882	169	2	closing	close	VERB
absel-1882	169	3	,	,	PUNCT
absel-1882	169	4	this	this	DET
absel-1882	169	5	writer	writer	NOUN
absel-1882	169	6	would	would	AUX
absel-1882	169	7	like	like	VERB
absel-1882	169	8	to	to	PART
absel-1882	169	9	suggest	suggest	VERB
absel-1882	169	10	that	that	SCONJ
absel-1882	169	11	learning	learn	VERB
absel-1882	169	12	salesmanship	salesmanship	NOUN
absel-1882	169	13	is	be	AUX
absel-1882	169	14	a	a	DET
absel-1882	169	15	little	little	ADJ
absel-1882	169	16	like	like	ADP
absel-1882	169	17	learning	learn	VERB
absel-1882	169	18	to	to	PART
absel-1882	169	19	ride	ride	VERB
absel-1882	169	20	a	a	DET
absel-1882	169	21	bike	bike	NOUN
absel-1882	169	22	.	.	PUNCT
absel-1882	170	1	one	one	PRON
absel-1882	170	2	can	can	AUX
absel-1882	170	3	read	read	VERB
absel-1882	170	4	all	all	PRON
absel-1882	170	5	he	he	PRON
absel-1882	170	6	wants	want	VERB
absel-1882	170	7	about	about	ADP
absel-1882	170	8	bike	bike	NOUN
absel-1882	170	9	riding	riding	NOUN
absel-1882	170	10	,	,	PUNCT
absel-1882	170	11	but	but	CCONJ
absel-1882	170	12	unless	unless	SCONJ
absel-1882	170	13	he	he	PRON
absel-1882	170	14	actually	actually	ADV
absel-1882	170	15	tries	try	VERB
absel-1882	170	16	it	it	PRON
absel-1882	170	17	and	and	CCONJ
absel-1882	170	18	internalizes	internalize	VERB
absel-1882	170	19	it	it	PRON
absel-1882	170	20	,	,	PUNCT
absel-1882	170	21	the	the	DET
absel-1882	170	22	efforts	effort	NOUN
absel-1882	170	23	are	be	AUX
absel-1882	170	24	merely	merely	ADV
absel-1882	170	25	academic	academic	ADJ
absel-1882	170	26	exercises	exercise	NOUN
absel-1882	170	27	.	.	PUNCT
absel-1882	171	1	this	this	PRON
absel-1882	171	2	,	,	PUNCT
absel-1882	171	3	the	the	DET
absel-1882	171	4	way	way	NOUN
absel-1882	171	5	to	to	PART
absel-1882	171	6	truly	truly	ADV
absel-1882	171	7	learn	learn	VERB
absel-1882	171	8	salesmanship	salesmanship	NOUN
absel-1882	171	9	,	,	PUNCT
absel-1882	171	10	and	and	CCONJ
absel-1882	171	11	in	in	ADP
absel-1882	171	12	turn	turn	NOUN
absel-1882	171	13	to	to	PART
absel-1882	171	14	teach	teach	VERB
absel-1882	171	15	it	it	PRON
absel-1882	171	16	,	,	PUNCT
absel-1882	171	17	one	one	PRON
absel-1882	171	18	must	must	AUX
absel-1882	171	19	actually	actually	ADV
absel-1882	171	20	do	do	VERB
absel-1882	171	21	it	it	PRON
absel-1882	171	22	.	.	PUNCT
absel-1882	172	1	first	first	ADV
absel-1882	172	2	,	,	PUNCT
absel-1882	172	3	i	i	PRON
absel-1882	172	4	would	would	AUX
absel-1882	172	5	like	like	VERB
absel-1882	172	6	to	to	PART
absel-1882	172	7	personally	personally	ADV
absel-1882	172	8	explain	explain	VERB
absel-1882	172	9	and	and	CCONJ
absel-1882	172	10	demonstrate	demonstrate	VERB
absel-1882	172	11	some	some	PRON
absel-1882	172	12	of	of	ADP
absel-1882	172	13	the	the	DET
absel-1882	172	14	techniques	technique	NOUN
absel-1882	172	15	followed	follow	VERB
absel-1882	172	16	by	by	ADP
absel-1882	172	17	having	have	VERB
absel-1882	172	18	the	the	DET
absel-1882	172	19	members	member	NOUN
absel-1882	172	20	role	role	NOUN
absel-1882	172	21	play	play	VERB
absel-1882	172	22	than	than	ADP
absel-1882	172	23	until	until	SCONJ
absel-1882	172	24	they	they	PRON
absel-1882	172	25	feel	feel	VERB
absel-1882	172	26	natural	natural	ADJ
absel-1882	172	27	.	.	PUNCT
absel-1882	173	1	then	then	ADV
absel-1882	173	2	,	,	PUNCT
absel-1882	173	3	i	i	PRON
absel-1882	173	4	would	would	AUX
absel-1882	173	5	like	like	VERB
absel-1882	173	6	to	to	PART
absel-1882	173	7	present	present	VERB
absel-1882	173	8	a	a	DET
absel-1882	173	9	video	video	NOUN
absel-1882	173	10	tape	tape	NOUN
absel-1882	173	11	of	of	ADP
absel-1882	173	12	the	the	DET
absel-1882	173	13	students	student	NOUN
absel-1882	173	14	performances	performance	VERB
absel-1882	173	15	before	before	ADV
absel-1882	173	16	and	and	CCONJ
absel-1882	173	17	after	after	ADP
absel-1882	173	18	training	training	NOUN
absel-1882	173	19	.	.	PUNCT
absel-1882	174	1	this	this	PRON
absel-1882	174	2	should	should	AUX
absel-1882	174	3	help	help	VERB
absel-1882	174	4	attendees	attendee	NOUN
absel-1882	174	5	gain	gain	VERB
absel-1882	174	6	dear	dear	ADJ
absel-1882	174	7	insight	insight	NOUN
absel-1882	174	8	to	to	ADP
absel-1882	174	9	this	this	DET
absel-1882	174	10	new	new	ADJ
absel-1882	174	11	approach	approach	NOUN
absel-1882	174	12	to	to	ADP
absel-1882	174	13	teaching	teaching	NOUN
absel-1882	174	14	salesmanship	salesmanship	NOUN
absel-1882	174	15	.	.	PUNCT
absel-1882	175	1	developments	development	NOUN
absel-1882	175	2	in	in	ADP
absel-1882	175	3	business	business	NOUN
absel-1882	175	4	simulation	simulation	NOUN
absel-1882	175	5	&	&	CCONJ
absel-1882	175	6	experiential	experiential	ADJ
absel-1882	175	7	exercises	exercise	NOUN
absel-1882	175	8	,	,	PUNCT
absel-1882	175	9	volume	volume	NOUN
absel-1882	175	10	16	16	NUM
absel-1882	175	11	,	,	PUNCT
absel-1882	175	12	1989	1989	NUM
absel-1882	175	13	149	149	NUM
absel-1882	175	14	bibliography	bibliography	NOUN
absel-1882	175	15	bandler	bandler	NOUN
absel-1882	175	16	,	,	PUNCT
absel-1882	175	17	r.	r.	PROPN
absel-1882	175	18	,	,	PUNCT
absel-1882	175	19	&	&	CCONJ
absel-1882	175	20	grinder	grinder	PROPN
absel-1882	175	21	,	,	PUNCT
absel-1882	175	22	j.	j.	PROPN
absel-1882	175	23	,	,	PUNCT
absel-1882	175	24	the	the	DET
absel-1882	175	25	structure	structure	NOUN
absel-1882	175	26	of	of	ADP
absel-1882	175	27	magic	magic	NOUN
absel-1882	175	28	(	(	PUNCT
absel-1882	175	29	vol	vol	NOUN
absel-1882	175	30	.	.	PUNCT
absel-1882	176	1	i	i	PRON
absel-1882	176	2	)	)	PUNCT
absel-1882	176	3	;	;	PUNCT
absel-1882	176	4	science	science	NOUN
absel-1882	176	5	and	and	CCONJ
absel-1882	176	6	behavior	behavior	NOUN
absel-1882	176	7	books	book	NOUN
absel-1882	176	8	,	,	PUNCT
absel-1882	176	9	palo	palo	PROPN
absel-1882	176	10	alto	alto	PROPN
absel-1882	176	11	,	,	PUNCT
absel-1882	176	12	california	california	PROPN
absel-1882	176	13	,	,	PUNCT
absel-1882	176	14	1975	1975	NUM
absel-1882	176	15	bandler	bandler	NOUN
absel-1882	176	16	,	,	PUNCT
absel-1882	176	17	r.	r.	PROPN
absel-1882	176	18	,	,	PUNCT
absel-1882	176	19	&	&	CCONJ
absel-1882	176	20	grinder	grinder	PROPN
absel-1882	176	21	,	,	PUNCT
absel-1882	176	22	j.	j.	PROPN
absel-1882	176	23	,	,	PUNCT
absel-1882	176	24	frogs	frog	NOUN
absel-1882	176	25	into	into	ADP
absel-1882	176	26	princess	princess	ADJ
absel-1882	176	27	real	real	ADJ
absel-1882	176	28	people	people	NOUN
absel-1882	176	29	press	press	VERB
absel-1882	176	30	,	,	PUNCT
absel-1882	176	31	moab	moab	PROPN
absel-1882	176	32	,	,	PUNCT
absel-1882	176	33	utah	utah	PROPN
absel-1882	176	34	,	,	PUNCT
absel-1882	176	35	1979	1979	NUM
absel-1882	176	36	berne	berne	PROPN
absel-1882	176	37	,	,	PUNCT
absel-1882	176	38	e.	e.	PROPN
absel-1882	176	39	,	,	PUNCT
absel-1882	176	40	transactional	transactional	ADJ
absel-1882	176	41	analysis	analysis	NOUN
absel-1882	176	42	in	in	ADP
absel-1882	176	43	psychotherapy	psychotherapy	NOUN
absel-1882	176	44	grove	grove	PROPN
absel-1882	176	45	press	press	PROPN
absel-1882	176	46	inc	inc	PROPN
absel-1882	176	47	.	.	PROPN
absel-1882	176	48	,	,	PUNCT
absel-1882	176	49	new	new	PROPN
absel-1882	176	50	york	york	PROPN
absel-1882	176	51	,	,	PUNCT
absel-1882	176	52	ny	ny	PROPN
absel-1882	176	53	.	.	PROPN
absel-1882	176	54	,	,	PUNCT
absel-1882	176	55	1961	1961	NUM
absel-1882	176	56	berne	berne	NOUN
absel-1882	176	57	,	,	PUNCT
absel-1882	176	58	e.	e.	PROPN
absel-1882	176	59	,	,	PUNCT
absel-1882	176	60	games	game	NOUN
absel-1882	176	61	people	people	NOUN
absel-1882	176	62	play	play	VERB
absel-1882	176	63	grove	grove	PROPN
absel-1882	176	64	press	press	PROPN
absel-1882	176	65	inc	inc	PROPN
absel-1882	176	66	.	.	PROPN
absel-1882	176	67	,	,	PUNCT
absel-1882	176	68	new	new	PROPN
absel-1882	176	69	york	york	PROPN
absel-1882	176	70	,	,	PUNCT
absel-1882	176	71	ny	ny	PROPN
absel-1882	176	72	.	.	PROPN
absel-1882	176	73	,	,	PUNCT
absel-1882	176	74	1964	1964	NUM
absel-1882	176	75	buzzotta	buzzotta	NOUN
absel-1882	176	76	,	,	PUNCT
absel-1882	176	77	v.r	v.r	PROPN
absel-1882	176	78	.	.	PROPN
absel-1882	176	79	,	,	PUNCT
absel-1882	176	80	lefton	lefton	PROPN
absel-1882	176	81	,	,	PUNCT
absel-1882	176	82	r.e	r.e	PROPN
absel-1882	176	83	.	.	PROPN
absel-1882	176	84	and	and	CCONJ
absel-1882	176	85	sherberg	sherberg	PROPN
absel-1882	176	86	,	,	PUNCT
absel-1882	176	87	m.	m.	NOUN
absel-1882	176	88	,	,	PUNCT
absel-1882	176	89	effective	effective	ADJ
absel-1882	176	90	selling	sell	VERB
absel-1882	176	91	through	through	ADP
absel-1882	176	92	psychology	psychology	NOUN
absel-1882	176	93	:	:	PUNCT
absel-1882	176	94	dimensional	dimensional	ADJ
absel-1882	176	95	sales	sale	NOUN
absel-1882	176	96	and	and	CCONJ
absel-1882	176	97	sales	sale	NOUN
absel-1882	176	98	management	management	NOUN
absel-1882	176	99	new	new	PROPN
absel-1882	176	100	york	york	PROPN
absel-1882	176	101	,	,	PUNCT
absel-1882	176	102	ny	ny	PROPN
absel-1882	176	103	.	.	PROPN
absel-1882	176	104	,	,	PUNCT
absel-1882	176	105	london	london	PROPN
absel-1882	176	106	,	,	PUNCT
absel-1882	176	107	sydney	sydney	PROPN
absel-1882	176	108	,	,	PUNCT
absel-1882	176	109	wiley	wiley	PROPN
absel-1882	176	110	interscience	interscience	PROPN
absel-1882	176	111	,	,	PUNCT
absel-1882	176	112	division	division	NOUN
absel-1882	176	113	of	of	ADP
absel-1882	176	114	john	john	PROPN
absel-1882	176	115	wiley	wiley	PROPN
absel-1882	176	116	and	and	CCONJ
absel-1882	176	117	sons	sons	PROPN
absel-1882	176	118	inc	inc	PROPN
absel-1882	176	119	.	.	PROPN
absel-1882	176	120	,	,	PUNCT
absel-1882	176	121	1972	1972	NUM
absel-1882	176	122	.	.	PUNCT
absel-1882	177	1	decormier	decormier	NOUN
absel-1882	177	2	,	,	PUNCT
absel-1882	177	3	r.a	r.a	PROPN
absel-1882	177	4	.	.	PROPN
absel-1882	177	5	,	,	PUNCT
absel-1882	177	6	counselor	counselor	NOUN
absel-1882	177	7	selling	selling	NOUN
absel-1882	177	8	:	:	PUNCT
absel-1882	177	9	a	a	DET
absel-1882	177	10	presentation	presentation	NOUN
absel-1882	177	11	and	and	CCONJ
absel-1882	177	12	test	test	NOUN
absel-1882	177	13	of	of	ADP
absel-1882	177	14	the	the	DET
absel-1882	177	15	three	three	NUM
absel-1882	177	16	constructs	construct	NOUN
absel-1882	177	17	of	of	ADP
absel-1882	177	18	counselor	counselor	NOUN
absel-1882	177	19	selling	selling	NOUN
absel-1882	177	20	;	;	PUNCT
absel-1882	177	21	persona	persona	NOUN
absel-1882	177	22	,	,	PUNCT
absel-1882	177	23	microskills	microskill	NOUN
absel-1882	177	24	&	&	CCONJ
absel-1882	177	25	techniques	technique	NOUN
absel-1882	177	26	and	and	CCONJ
absel-1882	177	27	sales	sale	NOUN
absel-1882	177	28	process	process	NOUN
absel-1882	177	29	–	–	PUNCT
absel-1882	177	30	doctoral	doctoral	ADJ
absel-1882	177	31	thesis	thesis	NOUN
absel-1882	177	32	,	,	PUNCT
absel-1882	177	33	university	university	NOUN
absel-1882	177	34	of	of	ADP
absel-1882	177	35	bradford	bradford	PROPN
absel-1882	177	36	management	management	PROPN
absel-1882	177	37	center	center	PROPN
absel-1882	177	38	,	,	PUNCT
absel-1882	177	39	bradford	bradford	PROPN
absel-1882	177	40	england	england	PROPN
absel-1882	177	41	.	.	PUNCT
absel-1882	178	1	june	june	PROPN
absel-1882	178	2	,	,	PUNCT
absel-1882	178	3	1988	1988	NUM
absel-1882	178	4	.	.	PUNCT
absel-1882	179	1	festinger	festinger	NOUN
absel-1882	179	2	,	,	PUNCT
absel-1882	179	3	leon	leon	PROPN
absel-1882	179	4	,	,	PUNCT
absel-1882	179	5	a	a	DET
absel-1882	179	6	theory	theory	NOUN
absel-1882	179	7	of	of	ADP
absel-1882	179	8	cognitive	cognitive	ADJ
absel-1882	179	9	dissonance	dissonance	PROPN
absel-1882	179	10	stanford	stanford	PROPN
absel-1882	179	11	university	university	PROPN
absel-1882	179	12	press	press	NOUN
absel-1882	179	13	,	,	PUNCT
absel-1882	179	14	1957	1957	NUM
absel-1882	179	15	.	.	PUNCT
absel-1882	180	1	ivey	ivey	PROPN
absel-1882	180	2	,	,	PUNCT
absel-1882	180	3	a.e	a.e	PROPN
absel-1882	180	4	.	.	PROPN
absel-1882	180	5	&	&	CCONJ
absel-1882	180	6	authier	authier	PROPN
absel-1882	180	7	,	,	PUNCT
absel-1882	180	8	j.	j.	PROPN
absel-1882	180	9	,	,	PUNCT
absel-1882	180	10	microcounseling	microcounseling	PROPN
absel-1882	180	11	:	:	PUNCT
absel-1882	180	12	innovations	innovation	NOUN
absel-1882	180	13	in	in	ADP
absel-1882	180	14	interviewing	interviewing	NOUN
absel-1882	180	15	,	,	PUNCT
absel-1882	180	16	counseling	counseling	NOUN
absel-1882	180	17	,	,	PUNCT
absel-1882	180	18	psychotherapy	psychotherapy	NOUN
absel-1882	180	19	and	and	CCONJ
absel-1882	180	20	psychoeducation	psychoeducation	NOUN
absel-1882	180	21	,	,	PUNCT
absel-1882	180	22	2nd	2nd	ADJ
absel-1882	180	23	ed	ed	NOUN
absel-1882	180	24	.	.	PUNCT
absel-1882	180	25	;	;	PUNCT
absel-1882	180	26	springfield	springfield	PROPN
absel-1882	180	27	,	,	PUNCT
absel-1882	180	28	ill	ill	PROPN
absel-1882	180	29	.	.	PROPN
absel-1882	180	30	,	,	PUNCT
absel-1882	180	31	charles	charles	PROPN
absel-1882	180	32	p.	p.	PROPN
absel-1882	180	33	thomas	thomas	PROPN
absel-1882	180	34	,	,	PUNCT
absel-1882	180	35	publisher	publisher	NOUN
absel-1882	180	36	,	,	PUNCT
absel-1882	180	37	1971	1971	NUM
absel-1882	180	38	,	,	PUNCT
absel-1882	180	39	1978	1978	NUM
absel-1882	180	40	.	.	PUNCT
absel-1882	181	1	ivey	ivey	PROPN
absel-1882	181	2	,	,	PUNCT
absel-1882	181	3	a.e	a.e	PROPN
absel-1882	181	4	.	.	PROPN
absel-1882	181	5	&	&	CCONJ
absel-1882	181	6	matthews	matthews	PROPN
absel-1882	181	7	w.j	w.j	PROPN
absel-1882	181	8	.	.	PROPN
absel-1882	181	9	,	,	PUNCT
absel-1882	181	10	“	"	PUNCT
absel-1882	181	11	a	a	DET
absel-1882	181	12	meta	meta	NOUN
absel-1882	181	13	-	-	PUNCT
absel-1882	181	14	model	model	NOUN
absel-1882	181	15	for	for	ADP
absel-1882	181	16	structuring	structure	VERB
absel-1882	181	17	the	the	DET
absel-1882	181	18	clinical	clinical	ADJ
absel-1882	181	19	interview	interview	NOUN
absel-1882	181	20	”	"	PUNCT
absel-1882	181	21	;	;	PUNCT
absel-1882	181	22	journal	journal	NOUN
absel-1882	181	23	of	of	ADP
absel-1882	181	24	counseling	counseling	NOUN
absel-1882	181	25	and	and	CCONJ
absel-1882	181	26	development	development	NOUN
absel-1882	181	27	,	,	PUNCT
absel-1882	181	28	vol	vol	NOUN
absel-1882	181	29	.	.	PROPN
absel-1882	181	30	63	63	NUM
absel-1882	181	31	,	,	PUNCT
absel-1882	181	32	dec	dec	PROPN
absel-1882	181	33	.	.	PROPN
absel-1882	181	34	1984	1984	NUM
absel-1882	181	35	,	,	PUNCT
absel-1882	181	36	pp	pp	ADP
absel-1882	181	37	.	.	PUNCT
absel-1882	182	1	237	237	NUM
absel-1882	182	2	-	-	SYM
absel-1882	182	3	243	243	NUM
absel-1882	182	4	.	.	PUNCT
absel-1882	183	1	mcmahon	mcmahon	PROPN
absel-1882	183	2	,	,	PUNCT
absel-1882	183	3	l.	l.	PROPN
absel-1882	183	4	,	,	PUNCT
absel-1882	183	5	“	"	PUNCT
absel-1882	183	6	taking	take	VERB
absel-1882	183	7	the	the	DET
absel-1882	183	8	sting	sting	NOUN
absel-1882	183	9	out	out	ADP
absel-1882	183	10	of	of	ADP
absel-1882	183	11	selling	sell	VERB
absel-1882	183	12	”	"	PUNCT
absel-1882	183	13	sloan	sloan	PROPN
absel-1882	183	14	management	management	PROPN
absel-1882	183	15	review	review	PROPN
absel-1882	183	16	,	,	PUNCT
absel-1882	183	17	fall	fall	VERB
absel-1882	183	18	1981	1981	NUM
absel-1882	183	19	,	,	PUNCT
absel-1882	183	20	pp	pp	ADJ
absel-1882	183	21	.	.	PUNCT
absel-1882	184	1	3	3	NUM
absel-1882	184	2	-	-	SYM
absel-1882	184	3	14	14	NUM
absel-1882	184	4	.	.	PUNCT
absel-1882	185	1	miller	miller	PROPN
absel-1882	185	2	,	,	PUNCT
absel-1882	185	3	g.r	g.r	PROPN
absel-1882	185	4	.	.	PROPN
absel-1882	185	5	,	,	PUNCT
absel-1882	185	6	“	"	PUNCT
absel-1882	185	7	saying	say	VERB
absel-1882	185	8	is	be	AUX
absel-1882	185	9	believing	believe	VERB
absel-1882	185	10	:	:	PUNCT
absel-1882	185	11	toward	toward	ADP
absel-1882	185	12	a	a	DET
absel-1882	185	13	rhetoric	rhetoric	NOUN
absel-1882	185	14	of	of	ADP
absel-1882	185	15	counterattitudinal	counterattitudinal	ADJ
absel-1882	185	16	advocacy	advocacy	NOUN
absel-1882	185	17	”	"	PUNCT
absel-1882	185	18	;	;	PUNCT
absel-1882	185	19	unpublished	unpublished	ADJ
absel-1882	185	20	manuscript	manuscript	NOUN
absel-1882	185	21	,	,	PUNCT
absel-1882	185	22	department	department	NOUN
absel-1882	185	23	of	of	ADP
absel-1882	185	24	communications	communications	PROPN
absel-1882	185	25	michigan	michigan	PROPN
absel-1882	185	26	state	state	PROPN
absel-1882	185	27	university	university	PROPN
absel-1882	185	28	,	,	PUNCT
absel-1882	185	29	1969	1969	NUM
absel-1882	185	30	miller	miller	PROPN
absel-1882	185	31	,	,	PUNCT
absel-1882	185	32	g.r	g.r	PROPN
absel-1882	185	33	.	.	PROPN
absel-1882	185	34	and	and	CCONJ
absel-1882	185	35	burgoon	burgoon	NOUN
absel-1882	185	36	,	,	PUNCT
absel-1882	185	37	m.	m.	NOUN
absel-1882	185	38	,	,	PUNCT
absel-1882	185	39	new	new	ADJ
absel-1882	185	40	techniques	technique	NOUN
absel-1882	185	41	of	of	ADP
absel-1882	185	42	persuasion	persuasion	NOUN
absel-1882	185	43	new	new	PROPN
absel-1882	185	44	york	york	PROPN
absel-1882	185	45	,	,	PUNCT
absel-1882	185	46	n.y	n.y	PROPN
absel-1882	185	47	.	.	PROPN
absel-1882	185	48	,	,	PUNCT
absel-1882	185	49	harper	harper	NOUN
absel-1882	185	50	and	and	CCONJ
absel-1882	185	51	row	row	PROPN
absel-1882	185	52	publishers	publishers	PROPN
absel-1882	185	53	inc	inc	PROPN
absel-1882	185	54	.	.	PROPN
absel-1882	185	55	,	,	PUNCT
absel-1882	185	56	1973	1973	NUM
absel-1882	185	57	table	table	NOUN
absel-1882	185	58	of	of	ADP
absel-1882	185	59	contents	content	NOUN
absel-1882	185	60	volume	volume	NOUN
absel-1882	185	61	16	16	NUM
absel-1882	185	62	,	,	PUNCT
absel-1882	185	63	1989	1989	NUM
absel-1882	185	64	quality	quality	NOUN
absel-1882	185	65	control	control	NOUN
absel-1882	185	66	circles	circle	NOUN
absel-1882	185	67	(	(	PUNCT
absel-1882	185	68	qc	qc	PROPN
absel-1882	185	69	™	™	NOUN
absel-1882	185	70	s	s	PART
absel-1882	185	71	):	):	PUNCT
absel-1882	185	72	towards	towards	ADP
absel-1882	185	73	a	a	DET
absel-1882	185	74	computerized	computerized	ADJ
absel-1882	185	75	simulation	simulation	NOUN
absel-1882	185	76	the	the	DET
absel-1882	185	77	canadian	canadian	ADJ
absel-1882	185	78	hospital	hospital	PROPN
absel-1882	185	79	executive	executive	NOUN
absel-1882	185	80	simulation	simulation	NOUN
absel-1882	185	81	system	system	NOUN
absel-1882	185	82	(	(	PUNCT
absel-1882	185	83	chess	chess	NOUN
absel-1882	185	84	)	)	PUNCT
absel-1882	185	85	the	the	DET
absel-1882	185	86	impact	impact	NOUN
absel-1882	185	87	of	of	ADP
absel-1882	185	88	using	use	VERB
absel-1882	185	89	group	group	NOUN
absel-1882	185	90	performance	performance	NOUN
absel-1882	185	91	evaluation	evaluation	NOUN
absel-1882	185	92	as	as	ADP
absel-1882	185	93	an	an	DET
absel-1882	185	94	experiential	experiential	ADJ
absel-1882	185	95	exercise	exercise	NOUN
absel-1882	185	96	the	the	DET
absel-1882	185	97	impact	impact	NOUN
absel-1882	185	98	of	of	ADP
absel-1882	185	99	leader	leader	NOUN
absel-1882	185	100	and	and	CCONJ
absel-1882	185	101	team	team	NOUN
absel-1882	185	102	member	member	NOUN
absel-1882	185	103	characteristics	characteristic	NOUN
absel-1882	185	104	upon	upon	SCONJ
absel-1882	185	105	simulation	simulation	NOUN
absel-1882	185	106	performance	performance	NOUN
absel-1882	185	107	:	:	PUNCT
absel-1882	185	108	a	a	DET
absel-1882	185	109	start	start	VERB
absel-1882	185	110	-	-	PUNCT
absel-1882	185	111	up	up	ADP
absel-1882	185	112	study	study	NOUN
absel-1882	185	113	planning	planning	NOUN
absel-1882	185	114	for	for	ADP
absel-1882	185	115	career	career	NOUN
absel-1882	185	116	success	success	NOUN
absel-1882	185	117	:	:	PUNCT
absel-1882	185	118	is	be	AUX
absel-1882	185	119	where	where	SCONJ
absel-1882	185	120	you	you	PRON
absel-1882	185	121	are	be	AUX
absel-1882	185	122	going	go	VERB
absel-1882	185	123	where	where	SCONJ
absel-1882	185	124	you	you	PRON
absel-1882	185	125	really	really	ADV
absel-1882	185	126	want	want	VERB
absel-1882	185	127	to	to	PART
absel-1882	185	128	be	be	AUX
absel-1882	185	129	?	?	PUNCT
absel-1882	186	1	the	the	DET
absel-1882	186	2	production	production	NOUN
absel-1882	186	3	frontier	frontier	NOUN
absel-1882	186	4	:	:	PUNCT
absel-1882	186	5	modeling	model	VERB
absel-1882	186	6	production	production	NOUN
absel-1882	186	7	in	in	ADP
absel-1882	186	8	the	the	DET
absel-1882	186	9	computerized	computerized	ADJ
absel-1882	186	10	business	business	NOUN
absel-1882	186	11	simulation	simulation	NOUN
absel-1882	186	12	a	a	DET
absel-1882	186	13	study	study	NOUN
absel-1882	186	14	of	of	ADP
absel-1882	186	15	the	the	DET
absel-1882	186	16	need	need	NOUN
absel-1882	186	17	for	for	ADP
absel-1882	186	18	valid	valid	ADJ
absel-1882	186	19	business	business	NOUN
absel-1882	186	20	game	game	NOUN
absel-1882	186	21	algorithms	algorithm	NOUN
absel-1882	186	22	modeling	model	VERB
absel-1882	186	23	the	the	DET
absel-1882	186	24	human	human	ADJ
absel-1882	186	25	component	component	NOUN
absel-1882	186	26	of	of	ADP
absel-1882	186	27	business	business	NOUN
absel-1882	186	28	simulations	simulation	NOUN
absel-1882	186	29	a	a	DET
absel-1882	186	30	stimulating	stimulating	ADJ
absel-1882	186	31	simulation	simulation	NOUN
absel-1882	186	32	in	in	ADP
absel-1882	186	33	international	international	ADJ
absel-1882	186	34	business	business	NOUN
absel-1882	186	35	business	business	NOUN
absel-1882	186	36	ethics	ethic	NOUN
absel-1882	186	37	,	,	PUNCT
absel-1882	186	38	experiential	experiential	ADJ
absel-1882	186	39	exercises	exercise	NOUN
absel-1882	186	40	and	and	CCONJ
absel-1882	186	41	simulation	simulation	NOUN
absel-1882	186	42	games	game	NOUN
absel-1882	186	43	collective	collective	ADJ
absel-1882	186	44	bargaining	bargaining	NOUN
absel-1882	186	45	simulation	simulation	NOUN
absel-1882	186	46	:	:	PUNCT
absel-1882	186	47	adding	add	VERB
absel-1882	186	48	reality	reality	NOUN
absel-1882	186	49	through	through	ADP
absel-1882	186	50	point	point	NOUN
absel-1882	186	51	scoring	score	VERB
absel-1882	186	52	the	the	DET
absel-1882	186	53	use	use	NOUN
absel-1882	186	54	of	of	ADP
absel-1882	186	55	experiential	experiential	ADJ
absel-1882	186	56	teaching	teaching	NOUN
absel-1882	186	57	techniques	technique	NOUN
absel-1882	186	58	:	:	PUNCT
absel-1882	186	59	creativity	creativity	NOUN
absel-1882	186	60	vs.	vs.	ADP
absel-1882	186	61	conformity	conformity	NOUN
absel-1882	186	62	visualization	visualization	NOUN
absel-1882	186	63	and	and	CCONJ
absel-1882	186	64	guided	guide	VERB
absel-1882	186	65	imagery	imagery	NOUN
absel-1882	186	66	in	in	ADP
absel-1882	186	67	the	the	DET
absel-1882	186	68	organization	organization	NOUN
absel-1882	186	69	behavior	behavior	NOUN
absel-1882	186	70	class	class	NOUN
absel-1882	186	71	:	:	PUNCT
absel-1882	186	72	an	an	DET
absel-1882	186	73	experiential	experiential	ADJ
absel-1882	186	74	exploratory	exploratory	ADJ
absel-1882	186	75	approach	approach	NOUN
absel-1882	186	76	arranging	arrange	VERB
absel-1882	186	77	an	an	DET
absel-1882	186	78	agenda	agenda	NOUN
absel-1882	186	79	:	:	PUNCT
absel-1882	186	80	an	an	DET
absel-1882	186	81	activity	activity	NOUN
absel-1882	186	82	on	on	ADP
absel-1882	186	83	running	run	VERB
absel-1882	186	84	better	well	ADJ
absel-1882	186	85	meetings	meeting	NOUN
absel-1882	186	86	harried	harry	VERB
absel-1882	186	87	harry	harry	NOUN
absel-1882	186	88	:	:	PUNCT
absel-1882	186	89	an	an	DET
absel-1882	186	90	experiential	experiential	ADJ
absel-1882	186	91	capstone	capstone	NOUN
absel-1882	186	92	for	for	ADP
absel-1882	186	93	students	student	NOUN
absel-1882	186	94	of	of	ADP
absel-1882	186	95	organizational	organizational	ADJ
absel-1882	186	96	behavior	behavior	NOUN
absel-1882	186	97	coping	cope	VERB
absel-1882	186	98	with	with	ADP
absel-1882	186	99	stress	stress	NOUN
absel-1882	186	100	:	:	PUNCT
absel-1882	186	101	an	an	DET
absel-1882	186	102	experiential	experiential	ADJ
absel-1882	186	103	exercise	exercise	NOUN
absel-1882	186	104	fairness	fairness	NOUN
absel-1882	186	105	in	in	ADP
absel-1882	186	106	the	the	DET
absel-1882	186	107	classroom	classroom	NOUN
absel-1882	186	108	:	:	PUNCT
absel-1882	186	109	an	an	DET
absel-1882	186	110	empirical	empirical	ADJ
absel-1882	186	111	extension	extension	NOUN
absel-1882	186	112	of	of	ADP
absel-1882	186	113	the	the	DET
absel-1882	186	114	notion	notion	NOUN
absel-1882	186	115	of	of	ADP
absel-1882	186	116	organizational	organizational	ADJ
absel-1882	186	117	justice	justice	NOUN
absel-1882	186	118	a	a	DET
absel-1882	186	119	study	study	NOUN
absel-1882	186	120	of	of	ADP
absel-1882	186	121	the	the	DET
absel-1882	186	122	relationship	relationship	NOUN
absel-1882	186	123	between	between	ADP
absel-1882	186	124	student	student	NOUN
absel-1882	186	125	final	final	ADJ
absel-1882	186	126	exam	exam	NOUN
absel-1882	186	127	performance	performance	NOUN
absel-1882	186	128	and	and	CCONJ
absel-1882	186	129	simulation	simulation	NOUN
absel-1882	186	130	game	game	NOUN
absel-1882	186	131	participation	participation	NOUN
absel-1882	186	132	competency	competency	NOUN
absel-1882	186	133	based	base	VERB
absel-1882	186	134	development	development	NOUN
absel-1882	186	135	:	:	PUNCT
absel-1882	186	136	a	a	DET
absel-1882	186	137	management	management	NOUN
absel-1882	186	138	development	development	NOUN
absel-1882	186	139	exercise	exercise	NOUN
absel-1882	186	140	simulation	simulation	NOUN
absel-1882	186	141	performance	performance	NOUN
absel-1882	186	142	revisited	revisit	VERB
absel-1882	186	143	:	:	PUNCT
absel-1882	186	144	the	the	DET
absel-1882	186	145	fit	fit	NOUN
absel-1882	186	146	between	between	ADP
absel-1882	186	147	instructor	instructor	NOUN
absel-1882	186	148	style	style	NOUN
absel-1882	186	149	and	and	CCONJ
absel-1882	186	150	learning	learn	VERB
absel-1882	186	151	style	style	NOUN
absel-1882	186	152	an	an	DET
absel-1882	186	153	evaluation	evaluation	NOUN
absel-1882	186	154	and	and	CCONJ
absel-1882	186	155	application	application	NOUN
absel-1882	186	156	of	of	ADP
absel-1882	186	157	an	an	DET
absel-1882	186	158	instrument	instrument	NOUN
absel-1882	186	159	for	for	ADP
absel-1882	186	160	measuring	measure	VERB
absel-1882	186	161	pedagogical	pedagogical	ADJ
absel-1882	186	162	effectiveness	effectiveness	NOUN
absel-1882	186	163	a	a	DET
absel-1882	186	164	knowledge	knowledge	NOUN
absel-1882	186	165	based	base	VERB
absel-1882	186	166	system	system	NOUN
absel-1882	186	167	to	to	PART
absel-1882	186	168	support	support	VERB
absel-1882	186	169	reasoning	reasoning	NOUN
absel-1882	186	170	by	by	ADP
absel-1882	186	171	analogy	analogy	NOUN
absel-1882	186	172	for	for	ADP
absel-1882	186	173	business	business	NOUN
absel-1882	186	174	simulation	simulation	NOUN
absel-1882	186	175	gaming	gaming	NOUN
absel-1882	186	176	using	use	VERB
absel-1882	186	177	forecasting	forecasting	NOUN
absel-1882	186	178	accuracy	accuracy	NOUN
absel-1882	186	179	as	as	ADP
absel-1882	186	180	a	a	DET
absel-1882	186	181	measure	measure	NOUN
absel-1882	186	182	of	of	ADP
absel-1882	186	183	success	success	NOUN
absel-1882	186	184	in	in	ADP
absel-1882	186	185	business	business	NOUN
absel-1882	186	186	simulations	simulation	NOUN
absel-1882	186	187	the	the	DET
absel-1882	186	188	development	development	NOUN
absel-1882	186	189	of	of	ADP
absel-1882	186	190	algorithmic	algorithmic	ADJ
absel-1882	186	191	functional	functional	ADJ
absel-1882	186	192	business	business	NOUN
absel-1882	186	193	games	games	PROPN
absel-1882	186	194	strategy	strategy	NOUN
absel-1882	186	195	design	design	NOUN
absel-1882	186	196	,	,	PUNCT
absel-1882	186	197	process	process	NOUN
absel-1882	186	198	and	and	CCONJ
absel-1882	186	199	implementation	implementation	NOUN
absel-1882	186	200	in	in	ADP
absel-1882	186	201	an	an	DET
absel-1882	186	202	unstable	unstable	ADJ
absel-1882	186	203	/	/	SYM
absel-1882	186	204	complex	complex	ADJ
absel-1882	186	205	environment	environment	NOUN
absel-1882	186	206	:	:	PUNCT
absel-1882	186	207	a	a	DET
absel-1882	186	208	second	second	ADJ
absel-1882	186	209	exploratory	exploratory	ADJ
absel-1882	186	210	study	study	NOUN
absel-1882	186	211	simulation	simulation	NOUN
absel-1882	186	212	integration	integration	NOUN
absel-1882	186	213	contrasts	contrast	VERB
absel-1882	186	214	between	between	ADP
absel-1882	186	215	mbas	mbas	NOUN
absel-1882	186	216	and	and	CCONJ
absel-1882	186	217	undergraduates	undergraduate	NOUN
absel-1882	186	218	in	in	ADP
absel-1882	186	219	the	the	DET
absel-1882	186	220	capstone	capstone	NOUN
absel-1882	186	221	policy	policy	NOUN
absel-1882	186	222	course	course	NOUN
absel-1882	186	223	an	an	DET
absel-1882	186	224	investigation	investigation	NOUN
absel-1882	186	225	of	of	ADP
absel-1882	186	226	the	the	DET
absel-1882	186	227	real	real	ADJ
absel-1882	186	228	world	world	NOUN
absel-1882	186	229	usefulness	usefulness	NOUN
absel-1882	186	230	of	of	ADP
absel-1882	186	231	a	a	DET
absel-1882	186	232	strategy	strategy	NOUN
absel-1882	186	233	and	and	CCONJ
absel-1882	186	234	policy	policy	NOUN
absel-1882	186	235	course	course	NOUN
absel-1882	186	236	using	use	VERB
absel-1882	186	237	a	a	DET
absel-1882	186	238	business	business	NOUN
absel-1882	186	239	simulation	simulation	NOUN
absel-1882	186	240	framework	framework	NOUN
absel-1882	186	241	duel	duel	NOUN
absel-1882	186	242	(	(	PUNCT
absel-1882	186	243	sic	sic	ADJ
absel-1882	186	244	)	)	PUNCT
absel-1882	186	245	views	view	NOUN
absel-1882	186	246	of	of	ADP
absel-1882	186	247	internships	internship	NOUN
absel-1882	186	248	,	,	PUNCT
absel-1882	186	249	as	as	ADP
absel-1882	186	250	experiential	experiential	ADJ
absel-1882	186	251	learning	learn	VERB
absel-1882	186	252	the	the	DET
absel-1882	186	253	impact	impact	NOUN
absel-1882	186	254	of	of	ADP
absel-1882	186	255	decision	decision	NOUN
absel-1882	186	256	support	support	NOUN
absel-1882	186	257	systems	system	NOUN
absel-1882	186	258	on	on	ADP
absel-1882	186	259	the	the	DET
absel-1882	186	260	effectiveness	effectiveness	NOUN
absel-1882	186	261	of	of	ADP
absel-1882	186	262	small	small	ADJ
absel-1882	186	263	group	group	NOUN
absel-1882	186	264	decisions	decision	VERB
absel-1882	186	265	an	an	DET
absel-1882	186	266	exploratory	exploratory	ADJ
absel-1882	186	267	study	study	NOUN
absel-1882	186	268	an	an	DET
absel-1882	186	269	investigation	investigation	NOUN
absel-1882	186	270	of	of	ADP
absel-1882	186	271	the	the	DET
absel-1882	186	272	relationship	relationship	NOUN
absel-1882	186	273	between	between	ADP
absel-1882	186	274	formal	formal	ADJ
absel-1882	186	275	planning	planning	NOUN
absel-1882	186	276	and	and	CCONJ
absel-1882	186	277	simulation	simulation	NOUN
absel-1882	186	278	team	team	NOUN
absel-1882	186	279	performance	performance	NOUN
absel-1882	186	280	under	under	ADP
absel-1882	186	281	changing	change	VERB
absel-1882	186	282	environmental	environmental	ADJ
absel-1882	186	283	conditions	condition	NOUN
absel-1882	186	284	sensitivity	sensitivity	NOUN
absel-1882	186	285	analysis	analysis	NOUN
absel-1882	186	286	with	with	ADP
absel-1882	186	287	the	the	DET
absel-1882	186	288	complete	complete	ADJ
absel-1882	186	289	ifps	ifps	ADJ
absel-1882	186	290	/	/	SYM
absel-1882	186	291	personal	personal	ADJ
absel-1882	186	292	student	student	NOUN
absel-1882	186	293	analysis	analysis	NOUN
absel-1882	186	294	package	package	NOUN
absel-1882	186	295	:	:	PUNCT
absel-1882	186	296	a	a	DET
absel-1882	186	297	marketing	marketing	NOUN
absel-1882	186	298	decision	decision	NOUN
absel-1882	186	299	support	support	NOUN
absel-1882	186	300	system	system	NOUN
absel-1882	186	301	a	a	DET
absel-1882	186	302	new	new	ADJ
absel-1882	186	303	approach	approach	NOUN
absel-1882	186	304	to	to	ADP
absel-1882	186	305	teaching	teach	VERB
absel-1882	186	306	salesmanship	salesmanship	NOUN
absel-1882	186	307	using	use	VERB
absel-1882	186	308	persona	persona	NOUN
absel-1882	186	309	,	,	PUNCT
absel-1882	186	310	microskills	microskill	NOUN
absel-1882	186	311	,	,	PUNCT
absel-1882	186	312	and	and	CCONJ
absel-1882	186	313	a	a	DET
absel-1882	186	314	sales	sale	NOUN
absel-1882	186	315	process	process	NOUN
absel-1882	186	316	a	a	DET
absel-1882	186	317	rational	rational	ADJ
absel-1882	186	318	case	case	NOUN
absel-1882	186	319	for	for	ADP
absel-1882	186	320	synthetic	synthetic	ADJ
absel-1882	186	321	experience	experience	NOUN
absel-1882	186	322	as	as	ADP
absel-1882	186	323	a	a	DET
absel-1882	186	324	prime	prime	ADJ
absel-1882	186	325	ingredient	ingredient	NOUN
absel-1882	186	326	in	in	ADP
absel-1882	186	327	the	the	DET
absel-1882	186	328	marketing	marketing	NOUN
absel-1882	186	329	curriculum	curriculum	NOUN
absel-1882	186	330	saleshire	saleshire	NOUN
absel-1882	186	331	:	:	PUNCT
absel-1882	186	332	a	a	DET
absel-1882	186	333	microcomputer	microcomputer	NOUN
absel-1882	186	334	-	-	PUNCT
absel-1882	186	335	based	base	VERB
absel-1882	186	336	salesperson	salesperson	NOUN
absel-1882	186	337	selection	selection	NOUN
absel-1882	186	338	exercise	exercise	NOUN
absel-1882	186	339	transecon	transecon	NOUN
absel-1882	186	340	:	:	PUNCT
absel-1882	186	341	an	an	DET
absel-1882	186	342	interactive	interactive	ADJ
absel-1882	186	343	program	program	NOUN
absel-1882	186	344	for	for	ADP
absel-1882	186	345	learning	learn	VERB
absel-1882	186	346	transportation	transportation	NOUN
absel-1882	186	347	economics	economic	NOUN
absel-1882	186	348	hypercard	hypercard	PROPN
absel-1882	186	349	as	as	ADP
absel-1882	186	350	a	a	DET
absel-1882	186	351	construction	construction	NOUN
absel-1882	186	352	tool	tool	NOUN
absel-1882	186	353	for	for	ADP
absel-1882	186	354	short	short	ADJ
absel-1882	186	355	instructional	instructional	ADJ
absel-1882	186	356	exercises	exercise	NOUN
absel-1882	186	357	a	a	DET
absel-1882	186	358	game	game	NOUN
absel-1882	186	359	to	to	PART
absel-1882	186	360	introduce	introduce	VERB
absel-1882	186	361	accounting	accounting	NOUN
absel-1882	186	362	information	information	NOUN
absel-1882	186	363	systems	system	NOUN
absel-1882	186	364	students	student	NOUN
absel-1882	186	365	to	to	ADP
absel-1882	186	366	certain	certain	ADJ
absel-1882	186	367	internal	internal	ADJ
absel-1882	186	368	control	control	NOUN
absel-1882	186	369	concepts	concept	NOUN
absel-1882	186	370	"	"	PUNCT
absel-1882	186	371	commitments	commitment	NOUN
absel-1882	186	372	"	"	PUNCT
absel-1882	186	373	a	a	DET
absel-1882	186	374	demonstration	demonstration	NOUN
absel-1882	186	375	proposal	proposal	NOUN
absel-1882	186	376	an	an	DET
absel-1882	186	377	analysis	analysis	NOUN
absel-1882	186	378	of	of	ADP
absel-1882	186	379	popular	popular	ADJ
absel-1882	186	380	games	game	NOUN
absel-1882	186	381	as	as	ADP
absel-1882	186	382	experiential	experiential	ADJ
absel-1882	186	383	models	model	NOUN
absel-1882	186	384	for	for	ADP
absel-1882	186	385	corporate	corporate	ADJ
absel-1882	186	386	and	and	CCONJ
absel-1882	186	387	collegiate	collegiate	ADJ
absel-1882	186	388	management	management	NOUN
absel-1882	186	389	education	education	NOUN
absel-1882	186	390	an	an	DET
absel-1882	186	391	exploratory	exploratory	ADJ
absel-1882	186	392	study	study	NOUN
absel-1882	186	393	of	of	ADP
absel-1882	186	394	the	the	DET
absel-1882	186	395	effects	effect	NOUN
absel-1882	186	396	of	of	ADP
absel-1882	186	397	strategic	strategic	ADJ
absel-1882	186	398	emphasis	emphasis	NOUN
absel-1882	186	399	in	in	ADP
absel-1882	186	400	management	management	NOUN
absel-1882	186	401	games	game	NOUN
absel-1882	186	402	on	on	ADP
absel-1882	186	403	attitudes	attitude	NOUN
absel-1882	186	404	,	,	PUNCT
absel-1882	186	405	interest	interest	NOUN
absel-1882	186	406	,	,	PUNCT
absel-1882	186	407	and	and	CCONJ
absel-1882	186	408	learning	learn	VERB
absel-1882	186	409	in	in	ADP
absel-1882	186	410	the	the	DET
absel-1882	186	411	business	business	NOUN
absel-1882	186	412	policy	policy	NOUN
absel-1882	186	413	course	course	NOUN
absel-1882	186	414	predicting	predict	VERB
absel-1882	186	415	individual	individual	ADJ
absel-1882	186	416	decision	decision	NOUN
absel-1882	186	417	making	make	VERB
absel-1882	186	418	performance	performance	NOUN
absel-1882	186	419	in	in	ADP
absel-1882	186	420	a	a	DET
absel-1882	186	421	business	business	NOUN
absel-1882	186	422	simulation	simulation	NOUN
absel-1882	186	423	:	:	PUNCT
absel-1882	186	424	an	an	DET
absel-1882	186	425	empirical	empirical	ADJ
absel-1882	186	426	study	study	NOUN
absel-1882	186	427	strategic	strategic	ADJ
absel-1882	186	428	planning	planning	NOUN
absel-1882	186	429	and	and	CCONJ
absel-1882	186	430	organizational	organizational	ADJ
absel-1882	186	431	performance	performance	NOUN
absel-1882	186	432	in	in	ADP
absel-1882	186	433	a	a	DET
absel-1882	186	434	business	business	NOUN
absel-1882	186	435	simulation	simulation	NOUN
absel-1882	186	436	:	:	PUNCT
absel-1882	186	437	an	an	DET
absel-1882	186	438	empirical	empirical	ADJ
absel-1882	186	439	study	study	NOUN
absel-1882	186	440	,	,	PUNCT
absel-1882	186	441	pam	pam	NOUN
absel-1882	186	442	(	(	PUNCT
absel-1882	186	443	planning	planning	NOUN
absel-1882	186	444	action	action	NOUN
absel-1882	186	445	management	management	NOUN
absel-1882	186	446	)	)	PUNCT
absel-1882	186	447	simulation	simulation	NOUN
absel-1882	186	448	of	of	ADP
absel-1882	186	449	a	a	DET
absel-1882	186	450	district	district	NOUN
absel-1882	186	451	sales	sale	NOUN
absel-1882	186	452	territory	territory	NOUN
absel-1882	186	453	lifelong	lifelong	ADJ
absel-1882	186	454	learning	learning	NOUN
absel-1882	186	455	and	and	CCONJ
absel-1882	186	456	absel	absel	NOUN
absel-1882	186	457	:	:	PUNCT
absel-1882	186	458	an	an	DET
absel-1882	186	459	inquiry	inquiry	NOUN
absel-1882	186	460	on	on	ADP
absel-1882	186	461	definitions	definition	NOUN
absel-1882	186	462	and	and	CCONJ
absel-1882	186	463	relationships	relationship	NOUN
absel-1882	186	464	a	a	DET
absel-1882	186	465	review	review	NOUN
absel-1882	186	466	of	of	ADP
absel-1882	186	467	salient	salient	ADJ
absel-1882	186	468	trends	trend	NOUN
absel-1882	186	469	in	in	ADP
absel-1882	186	470	proceedings	proceeding	NOUN
absel-1882	186	471	:	:	PUNCT
absel-1882	186	472	a	a	DET
absel-1882	186	473	fifteen	fifteen	NUM
absel-1882	186	474	year	year	NOUN
absel-1882	186	475	(	(	PUNCT
absel-1882	186	476	1974	1974	NUM
absel-1882	186	477	1988	1988	NUM
absel-1882	186	478	)	)	PUNCT
absel-1882	186	479	review	review	NOUN
absel-1882	186	480	of	of	ADP
absel-1882	186	481	absel	absel	ADJ
absel-1882	186	482	contributorship	contributorship	NOUN