When We Talk About a Value-Added Reseller Within the Context

question 29

Multiple Choice

When we talk about a Value-Added Reseller within the context of accounting and enterprise software, we are referring to an individual or business that:

• A)Usually assists small businesses to select entry-level, small business software
• B)Is a qualified installer of mid-level or high-end accounting software
• C)Makes special arrangements with software vendors and is able to train customers
• D)both (b)and (c)
• E)none of the above

Explain the principles behind trait theories of personality and their implications.

Describe the contributions of Gordon Allport to the study of personality.

Understand the utility and implications of factor analysis in identifying personality traits.

Recognize the significance of unconditional positive regard in humanistic psychology.

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Definitions:

Delivery Salespeople

Sales representatives whose chief role is product delivery; sometimes called route salespeople.

Order-Taking

The process of receiving and processing customer orders, typically performed by sales personnel or through automated systems.

Customer Base

The group of consumers who repeatedly purchase the goods or services of a business, forming its main source of revenue.

Channel Sales Representatives

New-business sales representatives who focus on securing new distribution channel outlets.