Harjit Dhaliwal Is a New Sales Representative for Kapster Enterprises

question 122

Essay

Harjit Dhaliwal is a new sales representative for Kapster Enterprises.He enjoys making sales calls and meeting with clients, but dislikes the weekly paperwork that he has to prepare for head office.He initially feels that weekly activity reports are a bureaucratic waste of time, but he dutifully completes them to avoid any trouble with head office.After several months, Harjit attends his first national sales meeting at which the VP of Marketing stresses the importance of accurate information from the field.Harjit begins to appreciate the importance of the reports and now understands why head office needs them on a timely basis each week.After the meeting, Harjit is asked by his boss to train a new sales rep who has just been hired in a nearby territory.In showing the new worker the ropes, Harjit is heard to say, "These weekly reports are very important.You won't understand now, but you will later." Explain Harjit's metamorphosis in terms of compliance, identification, and internalization.

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Definitions:

Cardiovascular System

The cardiovascular system comprises the heart and blood vessels, functioning to circulate blood throughout the body, delivering oxygen and nutrients while removing waste products.

Laplace's Law

A law that describes the relationship between the pressure, volume, and tension in the wall of a spherical or cylindrical object, often applied to blood vessels and the heart.

Blood Vessel

Tubes in the body through which blood circulates, including arteries, veins, and capillaries.

Cross-Sectional Area

The area of a particular section of an object or substance that has been cut across its width, used to determine properties like resistance and strength.