Marshak's ____ Imagery of Change Is Based Upon a "Liberate

question 31

Multiple Choice

Marshak's ____ imagery of change is based upon a "liberate and re-create" view of the needed change such as reinventing itself of fundamentally changing the nature of the business or market in which the organization operates.

• A) Machine
• B) Developmental
• C) Transitional
• D) Transformational

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Definitions:

Credibility

A salesperson’s believability, established through empathy, willingness to listen to specific needs, and continual enthusiasm toward his or her work and the customer’s business.

Buying Center

A group composed of all of the people performing different roles in the buying process (e.g., user, buyer, decider, influencer, gatekeeper) based on their expertise and responsibilities within their firm.

Simile

A figure of speech comparing two different things, often introduced with the words “like” or “as,” to create a vivid description.

Metaphor

An implied comparison that uses a contrasting word or phrase to evoke a vivid image.