A Follower Assumes an Active Role Because the Leader Has

question 19

Multiple Choice

A follower assumes an active role because the leader has credibility. According to Kouzes and Posner (2011) , which characteristics make leaders have credibility?

• A)Competence, aggressiveness, and holding a position of authority
• B)Honesty, ability to be inspiring, and forward-looking
• C)Visionary, controlling, and powerful
• D)Demanding, focused on maintaining the status quo, and open

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Definitions:

Sales Call

A communication, either via telephone or face-to-face, initiated by a salesperson towards a potential or existing customer with the objective of making a sale.

Logical Sequence

An arrangement of ideas or actions in a coherent order that follows clear and rational progression.

Sales Presentation

A structured dialogue or demonstration aimed at persuading a potential customer to purchase a product or service.

Buying Signal

Anything that prospects say or do indicating they are ready to buy.