Nancy Henderson Is a Salesperson for a Manufacturer of Small

question 34

Multiple Choice

Nancy Henderson is a salesperson for a manufacturer of small kitchen appliances. She does not directly solicit orders. Her primary duties involve promotional activities and introducing new products to her employer's indirect customers. She spends much of her time demonstrating appliances at various retail stores. Nancy would be classified as a(n) :

• A) retail salesperson.
• B) detail salesperson.
• C) sales engineer.
• D) service salesperson.
• E) account representative.

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Definitions:

Restraining Forces

are factors or influences that resist or oppose change, hindering movement towards a desired state.

Stability

The quality of being resistant to change, maintaining a consistent state over time, or returning to an equilibrium after a disturbance.

Predictable Role Patterns

Established behaviors and responsibilities expected from individuals in specific positions within an organization.

Dysfunctional

Dysfunctional describes behaviors or processes that hinder an organization's or individual's performance and productivity.